Blackdot Case Study - Building Your Frontline Army of True Believers

Outcomes & Results

Building Your Frontline Army of True Believers™ Consulting

The middle market group of one of the world’s largest banks was underperforming

relative to its other divisions. Tighter risk management and mitigation requirements

had been introduced as a result of the GFC which had narrowed the scope of new-to-

bank customers. The reduction in new-to-bank deal flow resulted in a requirement to

maximise cross-selling amongst existing clients,

The Blackdot ’12-4-7’ Benchmark revealed that an abnormally high percentage of the

organisation’s highest performers were Mavericks (those who actively defy the

organisation’s sales process). These Mavericks were contributing 38% more revenue

than any other ‘tribe’. Blackdot developed a simple and enabling sales process and

toolkit, universally relevant across all role types, which captured high-performer best

practices. The frontline’s KPIs were re-aligned to new sales process stages enhancing

pipeline integrity, forecasting visibility, and increasing frontline role clarity. While new

sales management disciplines were introduced including coaching and performance

management frameworks, a revised sales management ‘rhythm’, and new pipeline

disciplines.

In the year immediately following project implementation:

• 3% Y-o-Y increase (+ $3.07B) in client segment’s contribution to balance sheet

• 5% Y-o-Y increase (+$55M) in client segment’s contribution to Wealth

Management’s Net Cash position

• 34% increase in contribution to business’ Net Interest Income

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Blackdot exists to assist our clients achieve more repeatable and predictable sales performance.

Challenge

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Solution