Case Study: Sales Growth and Sales Culture Development

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Sales Growth and Sales Culture Development

Regional Bank with 246 Branches

Business issue: Increase retail household penetration and improve retail sales profitability

  • Facilitated management team in developing consistent management practices
  • Conducted one-on-one coaching and consultation with senior executives and middle managers on issues such as organizational structure, management succession, senior team issues, selection, competencies, and their own personal coaching and mentoring skills
  • Consulted with internal consultants on developing a 360-degree sales management assessment
  • Designed, developed and implemented extensive sales and coaching training curriculum; certified senior managers as leaders; certified internal consultants as field coaches

Outcome: Sales growth, especially in investment sales; development of true sales culture