Managing Sales Team of Banks
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Course Details
Day 1
Components of Leadership Role
Provides a brief introduction and overview of the Critical components of the Leadership Model:
  • Model of leadership and its Importance.
  • Visions, Planning. One of One Coaching and Its implementation, 
  • Performance monitoring
  • Motivation
  • Embedding of Sales behaviors and its follow up
Module 1: Introduction & Consultative Sales Process (CSP)
Pledges Leaders to the Basic Consultative Sales Process for drastic change in the sales behaviors of Leaders and ensures a systematic and successful sales culture transformation. The Process Includes:
  • Product Knowledge and Competitive Analysis.
  • Opening and building the bridge with Existing and New Clients
  • Identification of Financial Needs of E&N Clients. Financial Needs Analysis for FI’s
  • Objections Handling and Importance of practicing scripts
  • Presenting benefits to Needs
  • Closing Techniques 
  • Cross Selling
  • Follow up & role plays
Module 2:  Morning Sales Clinics (MSC’s)
Train participants to conduct a highly professional morning meetings with an agenda of sales performances and reviews on daily basis. The meetings are conducted by the BM’s and ensures the presence of all branch staff
Basics: 
  • Share previous day sales success
  • Recognition & Appreciation  
  • Daily/ Weekly product focus activity
  • Practice and Role Plays
Day 2:
Module 3: Daily, Weekly and Monthly action planning
Teaches Sales Leaders following key concepts: 
  • Structured & Systematic way to manage time 
  • Daily Action Planning (DAP)
  • Brief & Debriefs
  • Weekly & Monthly action planning
  • Practice & Role Plays
Module 4: Sales Meetings
Teaches Leaders the arts and importance of the most powerful process of Sales Meeting, its application and significance on monthly, quarterly and yearly sales objectives:
  • SM Process, Agendas of SM  with immediate implementation
  • Weekly Pre/Post Sales goals and Highlights with Appreciation 
  • High 3 Activity and Prioritization 
  • Commitments and Follow-up.
Module 5: Coaching & Results, Efforts and Competency Review
Introduces Leaders the proven Sales Coaching techniques: 
1. One on one counselling
2. Joint visits and leading by Example
3. Month Appraisal and review of results, efforts and competency

Training Objectives

To convert the banking sales leaders into a world class sales management professionals leading to sales excellence and peak performance.​

Benefits to Organization & Individual

Qualitative
  • Cultural change in Sales and Service processes.
  • A consistent consultative sales and service model and language across the organization. 
  • Improved service with a positive attitude. 
  • Shift from a pushy client approach towards a consultative sales and service approach.
  • High moral standards, taking ownership and initiatives.
  • Proactive staff. 
  • Team effort to create synergies and destroy siloism.
  • Higher client retention.
  • Creating a “WOW” experience 
  • Mastering SMP – Sales Management Process
Quantitative
  • Improved Turn-Around-Time (TAT).
  • Sales & Revenues Growth.
  • Increased Cross-Sell ratios with existing and new customers.
  • Client and staff retention.