1. 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
enquiries@theblackdot.com.au | www.theblackdot.com.au
Solution