Performance Coaching

Sales coaching should be a core value and vital competency in every bank. Sadly, it is not. Many bankers see working on deals with associates as coaching. Some only interact formally at performance review time. We’re not alone. In a recent study of more than 200 companies representing 500,000 employees conducted by the Forum corporation, lagging firms suggested managers were too busy to coach, they didn’t know how, weren’t expected to or held accountable by their boss to seize on this important time with associates.

St. Meyer & Hubbard was founded in 2000 based on a singular principle; training alone won’t work and it’s after training where traction occurs. Back on the job is where the cultural flywheel begins to move. We’ve worked with more than 1500 sales managers – from CEOs and Regional and District Managers to Team Leaders and Branch Managers. We bridge the coaching gap through regular mentoring of the key leverage points throughout various sales divisions. This helps make training sticky and generates solid results.

We Maximize Your ROI

CEOs continually ask us about the lift they can expect from sales training. Our clients see a 30-150% improvement over time and they recognize our Performance Coaching is the key difference maker. Banks that partner with SM&H experience higher win rates, greater cultural alignment, reduced turnover and greater goal attainment by individual producers.  We help clients accomplish these objectives through a Field, Phone, Phone process.

In Field Coaching

We meet quarterly with selected bank colleagues (coachees). We observe activities in the field, starting with the most senior managers. We:

  • Watch them observe their people lead sales meetings, conduct one on ones and provide coaching to lower level sales associates
  • We then observe these senior managers coach their direct report based on what was seen
  • We coach the senior manager
  • We collaborate on a practical Action Plan for improvement

Telephone Coaching

The two months following the In Field coaching we hold individual conference calls with each senior manager. We:

  • Review results month over month
  • Discuss gap to goal in each selected outcome and activity metric
  • Review the Action Plan to discuss wins and learns
  • Create an assignment for the following month’s telephone coaching

Skip Coaching

Once the desired routines are generating traction and the correct behaviors are burned in to the culture, we are many times asked to conduct Skip Coaching activities. This may include:

  • Making joint calls with selected bankers
  • Observing bankers make appointments on the telephone
  • Participate in retail call nights
  • Join in networking functions to view banker behaviors at these events

Executive Coaching

We are not life coaches. We don’t advise how to work with the media. We don’t install incentives or CRM systems. We often consult with senior management, however, to help them align sales strategies with overall bank objectives. We become the eyes and ears of the culture in the field as well, helping CEOs and other executives better understand successes and going forward challenges. This keeps everyone on track and helps make the Performance Culture come to life and stay alive.

Taking you where you want to go starts with a conversation…

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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