Driving Breakthrough Sales Performance
- Sales Management Coaching
- Customized Sales Training
Business Efficacy identified a lack of management clarity and accountability with regard to the activities required to drive business banker productivity. In response, Business Efficacy developed a six-month coaching program to obtain breakthrough sales performance through improved coaching skills. The program compelled senior managers to get business banking managers to:
- Regularly track key sales activities and results
- Analyze activities for effectiveness and improvement opportunities
- Develop business bankers’ ability to identify and sell to clients’ needs
Every manager experienced outstanding results — successfully coaching their bankers to reach their breakthrough sales goal in 90 days. Then Business Efficacy facilitated a meeting to capture lessons and prepare senior management to repeat the process with managers and additional bankers. Overall, the number of bankers achieving sales-excellence honors increased from 20% at the start of the coaching program to 40% after nine months.