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BPG's
Client List includes:
Client
Goals
A
leading financial institution enlisted the help of Brown Performance
Group to increase their bankers' abilities to position themselves
as financial consultants to their clients and originate capital
markets and other fee-generating business.
Needs
Analysis and Recommendations
Through
an internal needs analysis, BPG made recommendations for tailoring
the training specifically to the client and for reinforcing
the desired skills and behaviors on the job.
Design
and Development
Consistent
with the design recommendations, BPG developed client-specific
case studies, product application knowledge information, roleplays,
prework, and post workshop implementation assignments for
managers and sales people.
Delivery
BPG provided instructors for the training workshops and coaching
for the sales managers in the follow-up process.
Results
An
ROI assessment by the client revealed a return in the 100%
to 200% range in the first year.
Post
Script
Subsequent
to this project, BPG has continued to work with the client
to:
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Design and implement a process for communicating success
stories within the organization
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Define team member roles and procedures for working together
effectively in complex financial sales situations
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Identify objectives and models for next steps in the training
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Consult with and coach line managers in the development
of a customized sales management
process to reinforce the desired sales process.
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Bedford, NH.
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