Success Stories

Coaching Executives to Excellence

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Mary’s Team – A Banking Division

 

An 18 person Elite Banking Group based in St. Louis for a large national bank. These Elite Bank Client Managers are responsible for managing a portfolio of highly valuable bank clients and growing these relationships by increasing deposit, credit and investment accounts for the bank. The St. Louis team was ranked in the bottom-half of the region and a new Senior Vice-President was appointed to turn the team’s performance around. For the most part, these client managers were “bankers” and had little experience or training on proactively going after new business.

 

• Sales Force One was initially engaged by the Senior Vice President for a six month period to be a catalyst in the turn around of this team.

• Played a major role in the development of agendas for monthly team sales meetings; taught and lead coaching sessions on leadership, business planning, new business sales skills (emphasizing proactive use of the telephone and structuring and conducting winning sales calls).

• Helped craft a more succinct and compelling Elite Banking story to be used both on the phone and during face to face sales calls

• Gave behavioral style assessments to team members; coached managers on knowing their own style, strengths, tendencies and limitations.

• Used the power of this behavioral style tool to help client managers better relate to and work with their new team leader and more importantly, how to recognize the different styles of their clients and then adapt their own style to better communicate and connect with these clients.

• Created a business plan template and had each client manager write and present their individual plan to the team.

• Spent one-on-one coaching time (in person and by phone) with a handful of under-performers resulting in two individuals rising from the bottom-half of the group to the top quartile in performance after six months.

• Held regular one-on-one coaching sessions with the Senior Vice President; served as a confidant and advisor; provided fresh ideas on topics ranging from team motivation, sales reporting, talent planning, etc.

• Helped create more of a sales culture while bringing fun, energy and an attitude of celebration to the team.

 

The St. Louis team’s performance rose steadily and they finished the year ranked in the TOP 10% of their region.

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