Understanding of the client's needs

We were approached by a division of a major Australian Bank to design, develop and implement a process to help their sales team deliver a professional and sustainable sales and service approach. One of the key issues the sales 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 individual sales training the areas of sales planning, sales prospecting and communication. This training was supported by sales training for leaders in 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 Prospecting Fitness Assessment to provide insight into the teams sales behaviour. 


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