Creating a sustainable selling culture

"I would recommend the Barrett Sales Training Program to any business wanting to develop a sustainable, viable sales culture within their salesforce." - Senior Manager, Major Australian Bank

"I am certain that this was one of the most practical 'sales courses' that I have attended. I have found that the core lessons are essentially life skills rather than sales techniques to only be applied at work." - Assistant Manager, Major Australian Bank

Understanding of their needs

We were approached by a division of a major Australian Bank to design, develop and implement a process to help their team deliver a professional and sustainable sales and service approach. One of the key issues the team faced were limited capabilities of the majority of their front line people to demonstrate the behaviours, skills and know-how necessary for successful business development and relationship management of accounts. In particular they were concerned with:

• lack of confidence in their own abilities
• limited business acumen and focus on product
• lack of business development and client management skills
• poor negotiation skills
• limited or no solution based selling experience

Our Recommendation

We implemented a 4-month Sales Training Program that included people training the areas of Sales Planning, Prospecting and Communication. This sales training was supported by management training in sales coaching and how to run interval sessions with their team to reinforce and support the people training. As part of this project we also used the  Sales Preference Questionnaire or  Prospecting Fitness Assessment to provide insight into the teams sales behaviour. 

Outcomes

The results have been favourable with substantial increases in sales activities, business in the pipeline and actual sales results in the business. Within 5 months of the Sales Training Program commencing, total sales in that period of time have increased and out preformed total sales results achieved in the previous 18 months.

The key performance areas are:

• disciplined sales approach introduced in each team
• substantial increases in sales activities: client calls, referrals, pipeline
• lifted performance around new customer growth
• lending draw downs are up approximately 25-30%
• growth in the balance sheet running at twice the rate compared to the same time last year
• sales approach has become a 'way of life' for their business and not just a fad