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case study

Driving Breakthrough Sales Performance

business type

National Bank

engagement service(s)
  • Sales Management Coaching
  • Customized Sales Training
the challenge
Business bankers’ apparent comfort with average sales performance and sales inefficiencies were contributing to less-than-desirable sales productivity. Business bankers had become single-product focused, caught up in low-impact administrative activities and blaming inactivity on poor price or weak marketing. With competition intensifying, the bank needed stronger results to compete.
our solution

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
the results

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.

quotation marks
I want you to know the significance of the performance improvement that was generated as a result of the coaching activities done by the Business Efficacy team. These results are amazing. You should be taking these numbers and telling the world about what type of impact you can have.

Find out what we can do for you!

Linda Maxwell

Linda Maxwell


Early in her career, Linda Maxwell saw companies of all kinds spend thousands and even millions of dollars on sales training and strategies, only to see them fail to put those lessons to use. It was the impetus for her efforts to co-found Business Efficacy.

Today, as Business Efficacy’s CEO, Linda leads a team of experienced consultants who not only work to share a wealth of proven sales knowledge with clients but to drive execution on the activities that matter most. Working with sales managers and other leaders responsible for business development, she and her team help organizations transform their sales mindset and processes to achieve real and sustainable growth.

Linda’s insights help identify and eliminate barriers to success. She equips sales leaders with practical and effective tools aimed at fostering their development. And she offers strategies that help clients quickly and confidently lay a path to higher levels of performance.

Anyone who has worked with Linda knows it’s a challenge that inspires her and one that she pursues with great passion.