Sales coaching


Client profile

One of the world’s most respected financial institutions with more than 85,000 employees in offices around the world and $686 billion in assets approached Optimé to help them develop their sales talent.  The company offers a full range of financial products and services to approximately 20.5 million customers worldwide.

The opportunity

The client had identified an opportunity to grow market share in Commercial Banking by building a sales-driven culture via improved sales coaching capability at the VP, DVP and SVP sales leadership level.

The approach

  • In depth diagnostic of current sales coaching capability and effectiveness
  • Design and delivery of customized, multi-year Sales Coaching Development Program for VP, DVP and SVP level sales leaders

Optimé solution

Formalized Sales Coaching Development Program.

Training results

  • Strong participant engagement and alignment (80+% Top 2 Box Scores)
  • 91% of participants agree to strongly agree that the Sales Coaching Program has value and provides a good framework for coaching
  • 76% of participants agree to strongly agree that they are better coaches now than they were before they participated in the first phase of the Sales Coaching Program

Business results

  • Measurable annual increase reported in employee survey in regards to “Coaching by my Manager helps improve my performance”
  • Commercial Banking division achieved best-ever business results in 2011 & 2012, achieving the Quest – corporate market share growth objective to lead the industry
  • The organization now has a culture of sales coaching and development, with leaders being recognized and promoted based on the coaching and people development results.