Commercial Banking Sales Effectiveness & Revenue Accelerator

Commercial banks depend on relationship managers to become trusted advisors who can recognize new revenue opportunities, sell efficiently, drive growth, and expand relationships—even in the face of growing competition and economic uncertainty. That’s a tall ask. But it’s entirely possible when they have the right tools, technology, data, coaching, and incentives. We have the solution for that.

We build commercial sales effectiveness solutions on three key pillars: data-driven client insight, a growth-focused sales and revenue strategy, and proven practices for increasing adoption of effective sales methods. 

Combining best practices in commercial sales effectiveness with an easy-to-use tool embedded in Salesforce Financial Services Cloud can improve banks’ profitability and grow their share of wallet. So, we developed a proprietary Banking Revenue Accelerator that brings intelligent, automated capabilities to business development. 

This means your relationship managers:

• Spend less time gathering information 
• Identify opportunities quicker
• Focus sales effort on the right clients
• Provide needs-based discussions aligning to client’s growth, succession, and expansion plans
• Create effective action plans
• Close sales and realize growth goals—faster

Results You Can Expect

• 25% revenue lift per customer relationship
• 3 to 4 net new clients established per relationship manager, per year
• 30% increase in Net Promoter Score®
• 2-3x project return on investment in year one

What We Offer

Our team of commercial banking industry, technology, and organizational change management experts provide experienced guidance every step of the way:

Identify high-value clients through segmentation

It is critical that relationship managers focus their sales effort on clients with the greatest potential. We use data to group clients according to both current value and future sales opportunities – providing data-driven direction for aligning relationship managers’ activities with your best opportunities. 

How our Banking Revenue Accelerator helps: It generates automated sales tasks based on segment to reach desired engagement frequency. 

Implement best-in-class account management practices

Relationship managers often view the world through a credit lens rather than a sales or business development lens. We work with our clients to align product and service solutions with growth objectives. We’ll hold account planning workshops to develop relationship and plans – employing proven account management practices – and provide role-specific playbooks.

How our Banking Revenue Accelerator helps: It identifies sales opportunities within the cross-selling grid and assigns product partners. It also creates relationship plans for both current and prospective clients and then tracks product opportunities and compares them with peer clients. 

Enhance prospecting capabilities

Growth requires sourcing quality prospects that fit your bank’s customer profile through referrals, existing clients and communities of interest. We help you establish effective capabilities for increasing quality prospect generation. This includes: 

• Defining a manageable number of key prospects per relationship manager, per year
• Improving sales support tools and processes to optimize quality, calling, and follow up
• Utilizing communities of interest to identify new, qualified prospects
• Establishing value-added dialogue through needs-based conversations

How our Banking Revenue Accelerator helps: It auto-generates or configures tasks and call planning for each sales opportunity – facilitating conversion of leads to opportunities.

Adopt an effective sales management process

We don’t just equip your organization with good practices. We deliver them in a way that increases adoption and builds sustainable processes through activities such as:

• Coaching focused on preparation for better outcomes
• Formats for weekly sales meetings with defined structures, participation, and cadence
• Talent frameworks and skills assessments for evaluating adaptability to a new model
• Three-week sprints to introduce new best-practice sales skills 

How our Banking Revenue Accelerator helps: It provides a customizable dashboard with a pre-configured and customizable package of reports – allowing relationship managers and supervisors to remain focused on goals.