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CEO of Cornerstone Performance Solutions and Developer Behind Business Impact Learning Dr Derek Shirley From Service to Sales: Changing Behaviour in a Bank Bank executives do everything they can to try to push up sales figures. They implement accountability for targets, a variety of enabling systems and processes, sales incentives and sanctions, and then support these with traditional sales training. Despite all this, they remain frustrated by the slow pace of growth and stubbornly average sales results. If sales training is to translate into a marked increase in sales volumes, newer and better ways of conducting that training are necessary. Dr Derek Shirley, Founder of Cornerstone Performance Solutions and award-winning learning provider, shares insight gained over 15 years of rigorous research into the challenge of producing behaviour change and driving performance in banking sales. He provides an exclusive sneak preview of a revolutionary new learning methodology that is changing the landscape of banking sales training.
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From Service to Sales Changing Behaviour in Banking
:
2 – 1
AVERAGE BANK
Products per customer 2
6
solution transaction
53% of the reason customers buy and remain loyal
$ Focus & gain access
Outbound
Inbound
Fulfill
$ Focus & gain access
Outbound
Inbound
Fulfill
Incentives Sanctions
Conversations
Fundamentals of great selling Skills
Number of repetitions Allocation of effort
Processes (including use of tools)
Product, system and compliance training
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