St. Meyer & Hubbard Launches Dynamic Coaching Technology for Financial Institutions
Performance Coach targets “Metrics that Matter” and includes toolkit for streamlined sales coaching and action planning
Financial training and consulting company St. Meyer & Hubbard has developed a sales measurement and coaching toolkit to address this challenge. Performance Coach is a simple-to-launch system that includes cloud-based scorecard software founded on the company’s decade-long research with more than 370 financial services firms.
“We’ve worked with thousands of bankers and one of their greatest frustrations is lack of insight as to what teams are doing — and need to do — to achieve solid sales results,” said Jack Hubbard, Chairman and Chief Sales Officer at St. Meyer & Hubbard.
“We’ve fine-tuned the best practice formulas for improving commercial and retail banking sales over decades, and now rolled these into a turnkey package,” he said.
Performance Coach gives sales managers the ability to generate and organize data around the proven drivers of breakthrough performance. It targets Key Performance Indicators for retail and commercial banking that are simple and intuitive to track, eliminating multiple spreadsheets and providing an accurate, consistent view of sales success.
The Scorecard application is accessible via any digital device. The toolkit is comprised of scorecards for sales performers and the team; the commercial banking toolkit also includes a multi-step Pipeline report.
Scorecards are designed to “cascade” through an organization from CEO to frontline sales performers, providing everyone with the same data. This allows for ongoing peer comparisons, best practice discussions and convenient goal setting.
“In the organizations that already use this process, everybody at every level is on the same page, focused on the metrics that matter. This increases sales velocity which also improves the overall customer experience,”
Many financial institutions struggle to sustain momentum in sales performance improvement programs, and chaotic data often translates into equally confusing coaching sessions. The output of Performance Coach is designed to facilitate clear action planning and help sales managers provide regular, individualized feedback via weekly, monthly, quarterly and yearly reporting.
“The focus and energy of a sales force quickly dissipates when there isn’t a clear, consistent and compelling way to keep score,” Hubbard said. “With the right technology, data is easy to input and easy to stay engaged with — it doesn’t disappear into the storm after a few weeks or months. Performance Coach makes technology into a sales and coaching enabler which allows the entire organization stay on track.”
Performance Coach is based on thousands of hours of research. It is the first system that is fully integrated into both sales training and sales coaching, and it can be up and running in less than 60 days.
In addition to retail and commercial scorecards, the Performance Coach Toolkit includes Coaching with Scorecards, a one-day workshop that teaches sales managers to facilitate adoption and connect their coaching to the scorecards and action planning. Full tech and ongoing application support is available. More information can be found at www.stmeyerandhubbard.com.
About St. Meyer & Hubbard
St. Meyer & Hubbard is a boutique training, coaching and consulting firm that exclusively works in the financial services space. Areas of specialty include sales and sales management in retail and business banking. Visit the company at www.stmeyerandhubbard.com and join their ‘Sales Metrics that Matter’ and ‘Business Banking Network’ groups on LinkedIn.
Jack Hubbard, Chairman and Chief Sales Officer