Buyers are more in control today and expect more from bankers than ever before. Unfortunately, much of the sales training available for banks still teaches the old consultative, cold calling and show up and throw up models. Our intimate approach creates cultural consistency with the flexibility of training key audiences based on your objectives and priorities.
The bank sends details about strategies, markets, branding, measurement, compensation, sales-related technology and more to the SM&H team. Your bankers take brief and behavioral surveys to help us understand where they spend their time, the tools they use and how they hold sales conversations.
We’re then onsite within 30 days to lead a one-day meeting with a small executive team to review your priorities and revenue targets and establish your sales and sales management accountabilities. We overview the various Playbooks you selected and we review how our Performance Coaching process is implemented.
This approach helps us get to know each other and allows our facilitators and coaches to tailor Playbooks to your needs without the added expense of customization.
We had been working with a company for six or seven years and we needed a change. I saw Jack at a conference and that was all I needed. Your relationship approach is a real fit for us. The results have been amazing and the real value is second to none.
Kelly Liske
Executive Vice President
First Federal
Here are some common laments we hear.
Sales training won’t work. It’s after the training where the flywheel starts and sustainable results happen. Our sales management approach lands practical concepts and modern leadership strategies into the lives of the CEO, the Head Teller and everyone in between.
We teach three types of team meetings, two types of coaching, observation skills inside and outside the office, goal setting, feedback, reinforcement and much more. Bankers take home more than 30 actionable tools they can begin using immediately to help improve the performance of their associates.
I’ve engaged numerous consultants during my career. Never have I found the level of partnership and commitment to our success that we discovered when we collaborated with St. Meyer & Hubbard more than 15 years ago. I can’t see a time when they won’t be a part of our family. They are not perfect, but they will always go above and beyond when there is a misstep. That is very rare.
Doug Chaffin
President & CEO
Monroe Bank & Trust
We focus on one industry…banking. We use the 5Cs of trust-based selling as the foundation for everything we teach:
Our 30-plus Playbooks target commercial and business banking, retail branches and the call center, mortgage, wealth management and insurance. Topics begin with foundational blocking and tackling and advance to subjects such as Negotiation Skills. Each Playbook comes complete with participant materials, job aids and complementary coaching tools.
After a long relationship with a “training vendor,” we sought a partner to take our retail sales process to the next level. We looked at 20 companies and no firm could touch St. Meyer & Hubbard. From their tools, their expertise and their spirit of collaboration, I can’t say enough about our partnership. If you want inexpensive training events, look elsewhere. If you want the best, select SM&H.
Jerry Biuso
Senior Vice President
Popular Bank
Burning in the skills taught in any workshop is the responsibility of sales managers, the sales associate and the outside resource you select. To help maximize your ROI, we bring workshop groups back together 30-45 days after every Playbook for a one hour webcast. This allows each of us to:
These 60-minute sessions can be recorded for those not able to attend and to allow managers to craft future team meetings and one on ones.
The ongoing frequency of interaction, follow-up, and ongoing support has been a real difference-maker. Jack really knows what’s going on and feels like he is the one failing if we don’t hit our goals.
Jennifer Phillips
Vice President
The National Bank of Indianapolis
Studies indicate that nearly 92% of sales training goes to waste annually. Bankers return to their offices and the training materials go on the shelf to collect dust. The reason is simple…nothing changes after the training.
St. Meyer & Hubbard was founded as a coaching company. We have coached more than 500 sales managers ranging from branch managers and regional managers in retail banking to team leaders and managing directors in commercial, wealth management and mortgage.
We observe team meetings and one on ones, collaborate to create useable action plans and provide skip coaching – making joint calls with bankers, listening in on telephone conversations and guiding the creation of individualized sales plans.
St. Meyer & Hubbard are the best sales coaches I have experienced in my several decades in banking. Their presentation is practical and disciplined with a strong blend of outcomes, activities, and behaviors that connect sales conversations and the customer experience. The St. Meyer & Hubbard process, training and tools have helped me generate record results year after year. I can’t say enough about them.
Jerry Bazata
Senior Vice President
Optima Bank
Our goal is to make each client self-sufficient. To accomplish that, each Playbook has a trainer certification component. This four-step process involves:
I’ve worked with other companies, and with them, we’re lucky if we even get our logo slapped on a binder. With St. Meyer & Hubbard, I know that I’ll be getting a program tailor-made for my team and our specific wants and needs.
John Edwards
Chief Banking Officer
Bangor Savings Bank
10-Year Client
Seasoned veterans and less experienced mentors benefit from our practical tools and tactics. We collaborate with clients to create a coaching cadence on a group and individual basis aligning objectives with accountabilities to maximize results.
Sharing insights, adding value, telling stories, building trust. These are keys to success in long cycle selling today. Our 15 Bank to Business Strategies Playbooks begin with prospecting, end with negotiating and fill in the blanks with every sales skill in between.
Traffic is down, customer expectations are up and the majority of transactions have migrated from bricks to clicks. Our Retail Development Strategies reflect how bankers can meet these changing conversation challenges on the telephone and in the branch.
We professionally mentor more than 100 leaders from CEOs and Division Heads to Market Presidents, Regional Managers and Team Leaders. Each receives his or her own in field and telephone experience based on their individual needs. This customized approach helps coaches improve their skills quickly and maximizes our clients’ return on investment (ROI) and return on knowledge (ROK).
Give me a little info and I’ll be back with you shortly.
Dana Perkins
Executive Vice-President – Sales and Consulting
816-434-5543
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