Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
Taking Sales to a Higher Level
Sales Leadership Building capability to multiply
sales performance
The Challenge
Leading a ...
We then apply these concepts in three key areas of
performance management:
One-to-ones: adapting style depending on the
in...
For more information please contact us on +44 (0) 330 9000 800 or email us at clientservices@mercuri.co.uk
www.mercuri.co....
Upcoming SlideShare
Loading in …5
×

of

Leading a sales team in the finance sector - Mercuri International Slide 1 Leading a sales team in the finance sector - Mercuri International Slide 2 Leading a sales team in the finance sector - Mercuri International Slide 3
Upcoming SlideShare
What to Upload to SlideShare
Next
Download to read offline and view in fullscreen.

1 Like

Share

Download to read offline

Leading a sales team in the finance sector - Mercuri International

Download to read offline

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

Related Books

Free with a 30 day trial from Scribd

See all

Related Audiobooks

Free with a 30 day trial from Scribd

See all

Leading a sales team in the finance sector - Mercuri International

  1. 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. 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. 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.
  • MatMercuri

    Apr. 28, 2017

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

Views

Total views

240

On Slideshare

0

From embeds

0

Number of embeds

2

Actions

Downloads

5

Shares

0

Comments

0

Likes

1

×