Case Studies - Maximize Sales
Leading retail bank increases sales across product lines by 39 percent.
A leading diversified financial service company wanted to provide a sales management solution for its retail banking division.
BUSINESS NEED:
Provide managers with coaching skills to reinforce a new selling methodology.
RIDGE SOLUTION:
Ridge created a customized two-day Coaching for Sales Results (CSR) experience based on our People Skills workshop. Financial advisors attended a two-day course in the new sales process, while Ridge simultaneously trained their managers to coach on that process. On day three, the two groups merged: financial advisors practiced their new skills and received real-world coaching by their managers. The managers then received real-world feedback on their coaching skills by master Ridge trainers.
CLIENT RESULTS:
Within two months of the training, participating financial advisors increased sales at a greater rate than those who did not receive training, as measured by two metrics: 12-month average and prior year sales. While this varied by product line, the average increase during the measurement period was 39 percent.
Copyright 2008 Ridge Associates, Inc. All Rights Reserved.