THE CHALLENGE
Through a newly designed training program, a banking client wanted to elevate the skills of a select group of top performing private banking salespeople. The project involved three main goals: 1) to help team members develop deep, actionable knowledge of 13 Wealth Management issues covering methods, structures, and tools for Wealth Creation, Wealth Protection, and Wealth Distribution; 2) to enable these individuals to build more complete relationships with high-net worth and ultra-high-net worth clients and work with increasingly complex financial and credit structures; and 3) to equip them with the skills to generate greater fee income and revenue.
THE Solution
With the team manager involved in sales planning and coaching processes, Actio turned to a blended learning model (instructor-led, self-paced, and coached) to develop a series of cohort-based workshops. We used an industry model customized to company-specific circumstances and focused on educating team members about the practical elements of 13 Wealth Management issues. The final program broke complex financial concepts down into clear instruction, engaged managers both in the process of planning outreach activities with high-value customers, prepared managers to be effective coaches in this specific context, and used both scenario-based and actual customer situations for authentic practice.
COMPANY PROFILE
Industry: Financial Services
Specialty: Commercial Banking and Wealth Management
Function: Private Banking
Focus: Ongoing Development, Sales Training
BIO
This firm is a leading financial services company that has approximately $1.9 trillion in assets and proudly serves one in three U.S. households and more than 10% of all middle market companies and small businesses in the U.S. It provides a diversified set of banking, investment, and mortgage products and services, as well as consumer and commercial finance, through four operating units: Consumer Banking and Lending, Commercial Banking, Corporate and Investment Banking, and Wealth and Investment Management. It is ranked in the top 50 on Fortune’s 2020 rankings of America’s largest corporations.
ACTIO SERVICES
Learning strategy
Custom training solutions
