Institutionalizing Sales Management Process

Background

Our client had embarked upon a business transformation journey to create a high performing sales organization. Their sales team was organized based on the product groups, their sales culture was reactive based more on customer walk-in.

Methodology

Arete helped the bank institutionalize the new Sales Management Process across three business lines: Wholesale, Commercial and Retail and created a roadmap for Sales Process Management in three stages to address the gaps.

Stage 1: Groundwork
 Weekly activity review to identify potential opportunities at RM, branch and Business Head level

• Wallet Share Analysis Opportunity
• Analysis

Stage 2: Conversion & Action
 Fortnightly activity review to push RMs to target customers based on opportunity analysis and seek incremental  business

• Sales Goal/KPI setting
• Sales Process & Script Design
• IT support requirement

Stage 3: Revenue Growth

• Focus on overall business growth
• Micro Business Plan by segment & branch covering New Client Acquisition, Target client identification & Penetration goals, Portfolio Growth Plan

Sales Process Design covering Revenue & Expense plan, KPI design & Org design.

Business Outcomes

• Focus on increasing wallet share of client base increased revenue and profitability trends
• KPI driven performance management helped create performance culture in the sales organization