Uploaded byAristoteles Kabarganos
Sales enablement in retail banking ariston group
The document discusses the importance of tracking frontline sales performance to close the "frontline execution gap". It states that tracking key metrics and behaviors is the key to improving frontline sales and that the data collected can be used to identify issues, coach employees, and transform frontline sales processes. Multiple systems, people, processes, and technology must work together to successfully track frontline sales and provide insights to enable frontline teams.
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Similar to Sales enablement in retail banking ariston group
Sales enablement in retail banking ariston group
- 1. It’s a multi-person,multi-system environment… The Frontline is the Heart of Financial Services Our Journey…
- 2. If you canspot them it’s loaded with opportunities to sell product, gather important customer data and feed this data back into sales process In the eyes of customers it’s still seen the anchor point for a relationship
- 3. Successful Frontline SellingVolume x Effectiveness x Trust Problem = Frontline Execution Gap
- 4. Frontline Execution GapSales Training Incentives CRM Back-End Integration Reporting Salesforce Automation Multiple Systems People Process Technology
- 5. Our Experience Trackingis the Key to Closing the Frontline Execution Gap Multiple Systems Tracking People Process Technology
- 6. You can’t fixwhat you can’t track and measure It’s awfully hard to track key metrics and key behaviours in the frontline Tracking is the Key to Closing the Frontline Execution Gap
- 7. Frontline Sales EnablementYou need to track key metrics as they flow through your system, allowing you to identify and eliminate blockages and coach key behaviours Enable Frontline Sales Process Track Frontline Sales Performance Coach Frontline Sales Behaviour
- 8. Nationwide - FrontlineSales Effectiveness Day-to-Day Operations Strategic Alignment Personal Empowerment Transformation Frontline Sales Enablement Frontline Management Insight Paper Based Forms Personalized Coaching Dynamic Prompting Fully Automated Sales Process Automated Solutions Automated Scripting Sales / Product Training Manual Reports Automated MIS Actionable Insight Individual Scorecards Real-Time Dashboards Distributed Reports Process Tracking Dynamic Help & Best Practice Application Pre-fill Transforming the Frontline
- 9. Roll the datainto scorecards and dashboards Illustrate the data that matters Executive Dashboard Strategic View Team Lead Dashboard Management View User Scorecard Performance View Transforming the Frontline by Tracking the Data That Matters
Editor's Notes
- #7 Disparate Non Linear Processes Processes Not Fully Rendered on technology Not Fully Automated Different Process Flows for Different Products Multiple Disconnected Systems Multiple Channels Different Actors Tracking and Coaching Problematic