Developing a Sales Culture to Embrace Regulatorty Changes
Bankers Become Consultants – Listening to Needs and Providing Best Advice
A major UK clearing bank needed to create a sales culture. The project, which enabled the bank to meet the challenges of changes in the U.K. Financial Service Regulations, developed customer-focused selling skills for managers in a retail network of over 2000 branches. The initiative was extended to branch staff, providing a common language for improved staff communications and the development of sales and service skills in over 23,000 bank staff. The bank subsequently grew its position in the U.K. as part of a Hong Kong bank, which forms one of the largest banking groups in the U.K.