CaseStudy /

A multi-module sales academy delivered to a multi-region sales population of senior investment bankers ensures consistent global standards in a challenging market

A sales academy that provides an investment bank with global consistency

01/ The Client One of the world’s leading investment banks that provides large corporate, government, and institutional clients with a full range of solutions to their strategic advisory, financing, and risk management needs.

“rogenSi were offering a very innovative way of delivering leadership development. Their proposal excited and engaged our senior Managing Directors.”

02/ The ChallengeThe investment bank needed to ensure its Global Distribution sales teams and sales leaders were ready to respond to the challenges posed by a recent period of significant change, growth, and transformation. The previous success achieved by this sales population was based on product-based or regional development programmes and there was a need for a coherent global approach that would ensure consistent global standards.

The bank needed a sales curriculum designed and delivered globally to target three levels of staff: Analysts/Assistant Vice Presidents, Vice Presidents, and Executives. Consequently, the solution would need to include several different modules that would be tailored to the specific development needs and experience levels of those three groups.

03/ The SolutionThe bank contacted suppliers who were well regarded in this sales training space with the ability to deliver globally. From an initial list of 10 suppliers who responded to the RFP, rogenSi was one of three organisations called to pitch to senior HR figures and senior business leaders. “rogenSi understood our business. They presented and pitched very well,” comments the Lead Learning & Development consultant for the bank’s Sales Distribution division. “In essence they did what we wanted our sales people to do as a result of the training. They walked the talk.”

Sales people and business leaders from the investment bank devoted a lot of time looking at the sales management process with rogenSi to ensure the sales curriculum was tailored to the specific needs of the global sales population. “I was keen to ensure that when the delegates came in to the training room, the wording and documentation they saw, was typical or similar to what they would be using on the desk,” says the Lead Learning & Development consultant for the bank’s Sales Distribution division.

It was vital to the success of this programme that the rogenSi consultants engaged the participants very quickly. As a result, all the sales modules were designed so that they could be delivered in a maximum of three to three and a half hours. The Lead Learning & Development consultant for the bank’s Sales Distribution division comments, “Most sales training suppliers get precious around the timeframe in which they need to deliver their training, and about their material. By contrast, rogenSi are very realistic and practical around how the information needs to be put over to the population.”

The sales academy consisted of bite-sized workshop sessions to maximise the transfer of learning and minimize the effect on the business. The workshops were carefully designed to achieve immediate credibility with an investment banking audience and were highly experiential and interactive. The content for the Executive level modules was particularly targeted to that group’s development needs and included strategic planning around sales and a pitching master class.

The scope of this programme was extensive, with a target sales population of 2,000 people globally, in more than 30 locations. rogenSi ran the sessions in the five core locations of New York, London, Tokyo, Hong Kong, and Singapore. Having initially partnered with an associate company in Asia to deliver the programme, rogenSi recently relocated one of its partners and a number of its trainers to Hong Kong, ensuring they are even better placed to service the sales population in Asia directly. “This is a good example of their flexibility and in trying to make the relationship and the programmeme work,” says the Lead Learning & Development consultant for the bank’s Sales Distribution division.

04/ AchievementsFeedback from the global sales academy participants cites a number of key benefits:• A better understanding of how to plan and prepare for client interactions• A much better understanding of how to interact with clients during meetings• Better at building rapport and closing deals• A much better understanding of how to coach their team and how to develop the business for themselves and their team

“Our sales people feel better about handling client challenges and push backs,” comments the Lead Learning & Development consultant for the bank’s Sales Distribution division. “That’s important in an economic environment where clients might be seeing their portfolios decreasing.” The most significant outcome of this programme for the investment bank is that clients will be receiving the same messages and common terminology no matter which office they are dealing with in any of the regions.

“I think probably the key benefit is global consistency,” the Lead Learning & Development consultant for the bank’s Sales Distribution division says. “Prior to this programme we were delivering some sales training but it was with a different supplier in each region, and the content and the messaging would have been different. Now people are talking the same language, when talking about the sales process or pitching to a client, no matter where they are based.”

05/ The LegacyThe investment bank now has a large proportion of its sales population within the Distribution sales division of 2,000 people globally, equipped to achieve better results and deliver a consistent message to their customers.

The success of the sales academy among this group has given the bank the confidence to use it as the base of a new curriculum tailored to fit a broader front office population. This will enable a total population of around 9,000 to 10,000 people to benefit from this development opportunity.

06/ The Verdict“RogenSi’s consultants are very good at understanding the brief that’s given to them, whether it’s written or verbal. They are also very determined to understand how the core business works and translate that into the training room, so that their trainers come across as having an understanding about how the world of investment banking works.”

“RogenSi look at their relationship with us in the same way that we would look at our relationship with some of our clients. Both parties would see this as a partnership.”

The Lead Learning & Development

consultant for the Sales Distribution

division of the investment bank

70 New Managing Directors Prepared To Deliver

Exceptional Performance

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