| A Global Bank re-focusing sales efforts with high-worth premier and small business clients—Audience of 300 premier and 300 small business bankers
Renewed effort in tapping into key underserved segments |
Significant investment was made into training sales and the need was to sustain and enhance skills
Established sales teams needing to hone listening and probing skills |
Designed characters who had issues that had been identified from the clients’ customer research
Skills related to asking questions and identifying needs showed significant improvement
Practice in overcoming objections and achieving sales objectives |
