Bankwest Sales Improvement Program

DRG’s coaching empowered participants to take actions which significantly improved the effectiveness of their sales efforts.

The situation

Prior to the Global Financial Crisis, HBOS (owners of Bankwest) decided to pit the Bankwest brand against Australia’s four major banks. At the time, HBOS was bigger than the four majors combined; needless to say, the majors were concerned.

HBOS’s target markets were commercial and business banking, so they recruited some of Australia’s best bankers working in these areas. DRG was initially engaged to help these bankers sell the Bankwest story and its competitive advantage.

working with drg - sales workshops

DRG's brief came with a warning: “We don’t want sales 101 for these guys. They are experienced but face a significant sales challenge”.

A unique two-day sales workshop was designed and delivered to every new banker. Over 400 bankers came through the workshop. The course was highly regarded as a helpful, practical starting point.

Within a year, the bankers were winning significant new business.

working with drg - Sales Leadership Training & development

The sales force was growing rapidly and Bankwest needed advice on how to structure their sales teams.

DRG worked with the state managers to select leaders and managers – ensuring the ‘sales stars’ were left to selling. DRG then coached the team leaders in each state in the fundamentals of sales management, as well as helping them develop skills to suit their particular teams.

As a result, the team leaders were now equipped to drive the right sales behaviours in their staff and make better decisions about those staff not performing to expectations.

working with drg - Sales consulting & coaching

Bankwest’s state and national managers also knew that, to succeed, their sales’ approaches had to take account of each region’s unique features.

Region by region, throughout Australia, DRG worked with sales teams to devise specific strategies to win new customers in their areas. Coaching was localised and focused and delivered over time.

DRG's coaching empowered participants to take actions which significantly improved the effectiveness of their sales efforts.