As a sales leader toy need to utilize your resources to secure today's result, while developing your resources to achieve tomorrow's result. How do you do that? Let us equip you with all the knowledge, attitude and skills that you need to motivate and drive performance in your sales team. You will achieve your results with 3 simple and powerful Mercuri concepts; MAP, RAC and QDQ. Call Mat 0n +44 7572 343 341 for more details http://mercuri.co.uk/how-can-mercuri-international-help

1. Taking Sales to a Higher Level
Sales Leadership Building capability to multiply
sales performance
The Challenge
Leading a sales team in the financial sector is neither
simple nor easy. But it is important. As well as the
challenges faced by sales leaders in other sectors,
there are issues of risk, exposure, capital utilisation and
regulation to face. Then there is the relentless pressure
on time!
For more information please contact us on +44 (0) 330 9000 800 or email us at clientservices@mercuri.co.uk
www.mercuri.co.uk
The Mercuri Solution
Mercuri International has been developing sales
managers around the world for over fifty years. The
financial sector team has applied this broad-based
expertise to the specific needs of sales leadership in
the financial sector.
Our solutions recognise the difficult balance to be
struck between achieving sustainable growth and
achieving a customer-centric approach that ensures
“fair customer outcomes”. Many of the sales
management approaches that work in other sectors
need to be refined and adapted for the financial
world.
Customer-Centric Selling will
enable your people to move
from a product-centred
transactional approach to
value-based consultative
selling, driven by the
customer’s requirements.
Effective diagnosis requires a clear understanding of
the areas for improvement. Our ways of working
include:
Mercuri’s Online Competence Evaluator tool can
assess the current capability of your people and
benchmark them to our up to date ‘best in class’
library
SCAN self-assessment surveys to measure ‘before
and after’ ability and confidence to measure the
effectiveness and impact of development.
Interviews with first-line and senior sales leaders.
Diagnosis
Leading a sales team in the
financial sector is neither simple
nor easy.
But it is important.

2. We then apply these concepts in three key areas of
performance management:
One-to-ones: adapting style depending on the
individual situation.
Joint customer visits: Getting the balance right
between being the “super sales-person” and
observation / coaching.
Sales team meetings: making them relevant,
efficient and effective.
Sales Leadership Effectiveness
We work with you to customise your solution using our
proven sales management concepts. This ensures that
the solution works and can be implemented. The level
of customisation varies from editing a case study to
integrating your sales processes and models.
The emphasis of the content will depend on your
situation but we focus on key elements of sales
leadership:
Managing the “black box” of sales through a sales
“plumbing diagram” that enables managers to map the
“critical few” elements that will turn the business plan
into a sales result.
Focus on the inter-relationship between the result, the
activities and the competence of the team. This RAC
approach is based on the recognition that “you cannot
manage the result itself. What you manage are the
activities that underpin the result”.
In practice this means concentrating on three aspects of
activities:
Quantity: “Are we doing enough?...”
Direction: “… of the right things with the right
people?...”
Quality: “… in the right way?”
Once we have established the RAC concept, we help
sales managers apply motivation to their teams.
“Motivation is not something you do to people. It is
working with them so they increase their willingness to
perform”.
Design
For more information please contact us on +44 (0) 330 9000 800 or email us at clientservices@mercuri.co.uk
www.mercuri.co.uk
Programmes usually centre on a 2-3 day workshop with
pre and post work delivered either through your or our
Learning Management System.
The workshop is highly interactive and makes use of a
very stimulating case study through which participants
apply each concept to a varied team of five sales
people.
At the end of the workshop, participants rehearse a
presentation launching their chosen topic from the
programme to their team.
Short awareness sessions can be delivered to senior
sales managers. “The Sales Strategy Forum” typically
runs over a six hour period face-to-face but shorter
virtual sessions can be delivered.
Delivery
“You cannot manage the result
itself. What you manage are the
activities that underpin the
result”
Implementation is key to success and Return on
Investment. It needs to be designed in from the
beginning. Our approaches include:
Sales management playbooks: Tools to help
sales managers put the learning into practice e.g.
joint visit observation checklists, one-to-one
preparation templates. Also, white papers and other
resources to act as reminders and instant “top ups”.
Coaching: Face-to-face or virtual; individual or
small group.
Deployment

3. For more information please contact us on +44 (0) 330 9000 800 or email us at clientservices@mercuri.co.uk
www.mercuri.co.uk
It is only sustaining the changed disciplines and
practices that RoI will be achieved. The new sales
management behaviours need to become part of
Business as Usual.
This often means applying new KPIs for sales
managers e.g. Monthly one-to-ones held with all team
members; accuracy of pipeline forecasts.
It also requires the engagement and ongoing
commitment of senior management.
Mercuri International is aware of the risk of creating long
–term dependency so the business needs to take
ownership of the changes.
However, we do not walk away from projects once the
delivery stage is complete and will want to work with
you through deployment into durability.
What does a durable sales leadership programme
result in?
Here are a few examples:
The sales management team of the wealth
management division of a middle-eastern bank
applied just one technique from Sales Team
Leadership. They introduced and rigorously pursued
weekly one-to-one coaching with each team
member. Here are the results they reported: .
✓ Loans booked in 3 months following training equal
to previous 5 months’ volumes.
✓ Pipeline up from $200mn to $550mn.
✓ Fee income for quarter up by $750,000.
Durability
 “The account managers often used to visit
customers without sharing the details with heads
of teams. With weekly 1 to 1s, we can identify
problems early on, even small ones that could
have turned big in the long run. We coach them in
identifying opportunities…Now we’re able to plan
better and have improved our sales performance.”
VP Private Banking
We worked with the branch managers of a foreign-
owned bank equipping them to support and coach an
asset-gathering campaign. The parent bank set
demanding targets but the results exceeded
expectation:
✓ The two largest branches saw result against plan
on investment sales of 213% and 156%
respectively.
✓ These two branches brought in $33Million of new
assets in the four month period.
✓ Across all branches, the number of new accounts
opened ranged from 90%-275% of stretch targets
for standard accounts and 100%-203% of target
for high net worth accounts.
Sales Leadership Effectiveness
Across all branches, the number of new
accounts opened ranged from 90%-
275% of stretch targets for standard
accounts and 100%-203% of target for
high net worth accounts.