 Through
our partnerships with Performance Solutions, a 20-year-old financial
services training company, and Effinis, a software company specializing
in sales and service automation, The James Paul Group has developed
a sales operating system specifically designed for the financial services
market. The Performance Selling System (PSS) incorporates
all the elements of a successful sales and service culture. We address
the three essential elements of People, Process, and Tools in an integrated
approach to help our financial services clients manage all the sales
and customer relationship disciplines critical to sustainable growth
in both revenue and market share.
The
Performance Selling System will help your institution:
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Target
the right customers with the right products
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| • |
Hire
and place the right people in the appropriate sales and service
roles |
| • |
Establish
sales activity disciplines |
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Learn
the necessary sales/customer service skills and processes
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| • |
Set
compensation and incentives that are linked to the bank’s growth
objectives |
| • |
Improve
sales and service efficiency /effectiveness |
| • |
Learn
the management and coaching skills needed to implement and sustain
a healthy and productive sales culture. |
Performance Selling combines consulting services, a proven sales
methodology and process, and employee training. To assist your institution
we will:
- Define
your sales culture belief structure and communicate it to your
employees
- Develop
a process for customer satisfaction and Win/Loss analysis.
- Assess
your sales roles and provide a specific Sales Operating System
and training curriculum fully integrated to your sales and service
employees that will:
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Improve their sales effectiveness through the use of a common
sales process and methodology for selling that will improve
the chances of success on every opportunity |
| • |
Enable
the sales organization to evaluate and focus on opportunities
that have higher profitability and the greater chance of long-term
success |
| • |
Increase both revenue and market share by increasing sales to
the installed base of business while successfully developing
new business opportunities |
- Define
the four sales roles and provide a specific training curriculum
to your sales and service employees.
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Level
1 |
CRS, Teller, Administrative |
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Level
2 |
Personal
Banker, Call/Service Center Representative |
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Level
3 |
Calling Officer, Branch Manager |
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Level
4 |
Sales
Coach, Professional Banker, Sales Professional |
This
combination of The James Paul Group’s proven sales processes and
Effinis’ banking specific CRM software gives your employees a comprehensive
system for managing opportunities, with a focus on generating repeat
business, solid referrals and long-term relationship building.
The
James Paul Group will work with your institution to tailor the Performance
Selling Solution to meet your specific needs.
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