Bank sales leaders face significant challenges in driving sales and productivity, among them:

• Insufficient knowledge of best practices – what really works
• Ineffective leadership, execution, and coaching disciplines
• Inadequately skilled or informed sales team members
• Misalignment of sellers, channels, and opportunities
• Conflicting or competing internal priorities and opinions
• Accurate assessment of sales team capabilities in existing or acquired sales teams

Our consulting engagements have included:

• Targeting – Defining industries, prospects, and customers on which sales team members should be calling
• Value – Articulating the value that our clients and their individual team members create to differentiate them from other bankers and banks
• Process – Designing sales process to differentiate clients from other banks, create new value for their customers, and boost sales productivity
• Execution – Disciplining and managing the sales process through planning, measurement, and coaching practices