Business Generation Coaching

What is it?

Coaching and mentoring for business revenue generators for improving sales performance and exceeding targets. Taking financial results from good to great.

Who is it for?

Revenue or Business Generators in the front line; Client or Market Facing Sales or Traders, Relationship Managers or Partners, Product and Department Heads; all with a desire to increase sales or turnover, broaden customer base or maximize existing client relationships.

Financial Sector Institutions; banks, asset management, hedge fund, insurance, professional services; law firms, accountancy, whatever the product range.

Modules to choose from?

Client profiling (review client performance – definition of who your clients are and their characteristics)
Recognising your niche (who are your ideal clients – what are they buying or services they need, what can you sell more of? How and where to research your target market?
Client needs (thinking from a client perspective – getting client feedback – what service do they expect / how can we improve) / what is the competition doing?
Increasing turnover or profit (from profitable clients / or developing new prospects (cold calling) – judging potential. Measuring product impact.)
Developing superior relationships (creating trust and rapport; corporate entertainment, providing research, marketing and PR)
Coverage (who covers who? Who is suited to cover a particular organisation or individual (who would you ideally like to cover)/territory resolution / number of clients / practicalities; databases, organising and review, cross co-ordination with local/global colleagues/other product areas)
Internal support / coordination (what do you need from the organisation? How can you work successfully within the organisation to allow you to operate efficiently – develop successful internal relationships. Breaking down the barriers.)

Why use Coaching?

Knowing that we are in tough economic conditions and there has been a significant change in risk appetite from both business and client perspective, we believe now is the time to review your strategic placement with clients and work towards helping design powerful working partnerships for the future. Is now the time for clients to expand their risk profile? Is your organisation positioning itself to meet this demand. Are you being competitive?

Benefits and gains?

better understanding of clients and where to focus resources
a strategy to increase turnover or sales
cohesive manager and successful team – with motivated and engaged employees
improved communication and loyalty from clients

Our approach?

We will conduct a tailor made assessment to determine your business challenges. We discuss the relevant modules, who should be involved (either 1:1 or team based) and agree the timing and delivery of the programme. We will agree objectives with both the organisation and the manager(s). We will review the impact of the coaching and obtain regular feedback. We will follow up to ensure that the client is following agreed actions. This is unlike a training course whereby participants usually leave their notes to gather dust on a shelf!

The consultants at VPP have experienced life within a financial organisation, understand the culture and challenges faced in such competitive, fast paced environments. With real experience of leading teams, developing client relationships and managing budgets and reporting we understand the pressures for managers and leaders within the financial sector. We’ve covered a variety of products such as debt, equity and trading capital markets. This is not sales training!