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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 Asia Pacific: +61 2 8246 7300 Europe / Africa: +44 (0) 20 3551 6894 North America: + 1 646 205 8059 Blackdot exists to assist our clients achieve more repeatable and predictable sales performance. Challenge [email protected] | www.theblackdot.com.au Solution

Blackdot Case Study - Building Your Frontline Army of True Believers

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Page 1: 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

Asia Pacific: +61 2 8246 7300

Europe / Africa: +44 (0) 20 3551 6894

North America: + 1 646 205 8059

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

Challenge

[email protected] | www.theblackdot.com.au

Solution