Unlocking the path to growth by taking staff on the journey.
The business was struggling to grow despite being located in a wealth growth corridor. The key questions were: what is holding back growth and what skills do staff need to respond to the growth opportunity.
Business confidence was low, growth had stalled, the team were disengaged with the growth objective and felt little responsibility for the health of the business. Acquisition of new clients had ceased and referral and cross sell activities were producing very poor returns.
EQUIBT designed and delivered a tailor made referral sales program to all staff; from the receptionist to the Business Owner. The training provided needs identification and conversation frameworks. The training highlighted that cross selling was paramount to responding to the broader range of client needs and took away the ‘selling’ aspect that had been holding people back.
Training and coaching was designed to build the teams understanding of clients needs, the strength of their offer and the benefits to clients of referral to specialists. Referrals rose, with the quality improving substantially, resulting in increased support from referral partners. The business is now reviewing their Client Value Proposition to ensure they capitalise on the benefits of the training.