Client:
Major brokerage firm

Engagement:
With the introduction of a new compensation plan, our client’s sales representatives were motivated to change their current selling behaviors and approaches to earn higher compensation. However, our client needed to engage and prepare its branch managers to implement and maintain the newly validated, high impact sales behaviors in the workplace.

Deliverable:
The “Coaching For Excellence In Sales” program we designed guided each manager to systematically analyze individual sales performance, tie that performance to results, then remedy or reward the performance locally so that it was successfully repeated. Where individuals were not achieving results, the program assisted the manager to intervene at the appropriate time and take appropriate action.

The program was kicked-off with a one-day “Coaching For Excellence In Sales” session. This workshop instructed managers in diagnosing performance problems, delivering effective performance coaching at the point of sale and included a written plan that outlined and scheduled specific intervention steps that branch managers could take.

Result:
In test offices, 70% of coached participants performed at or above standard revenue expectations with 50% of the total population performing at goal levels within twelve months of implementation of the program.

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