Client Results: Sales Effectiveness

Following Finalta engagements, our clients have been able to achieve rapid improvements in sales effectiveness.  The case studies below demonstrate how we have partnered with banks to help them to enhance performance.

35% increase in sales volumes

• Bank A is a mass market leader in Northern Europe. It had seen sales productivity decline in the previous two years.

• Finalta identified that the key problem was low meeting volumes and a lack of advisor productivity. Results were used to identify the opportunity for improvement compared with a specific peer group and to initiate six main actions.

• Results revealed the potential for a 35% increase in sales volumes. The Head of Retail used this to set targets and support negotiations with trade unions to change performance objectives. Two years later, Bank A exceeded this target.

Set improvement targets

• Bank B used Finalta's Sales Productivity Benchmarking Study to evaluate performance between subsidiaries following a recent merger.

• We conducted benchmarking research and analysis for each subsidiary bank, comparing performance against internal and external peer benchmarks.

• The cross-country study allowed Bank B to identify areas of opportunity across the group's banks, as well providing independent assessment of internal best practices.