High Performance Behaviours    

Case Study

Industry Credit Union (Lending Division)

The Challenge:

• To vastly increase the quality and quantity of lending within the organisation.

• To develop key sales strategies that are unique and competitive

• For senior managers to better understand how to manage their teams

Project Design and Implementation:

• HPS developed a fully customised sales and strategy program for senior managers.

• The program focused on developing a strategic approach to both client and team opportunities and relationships, to generate more opportunity and profit.

• HPS developed a framework and coaching program around key success behaviours.

• We decided 'real life' case studies were needed to create relevance among employees and enable them to comprehend the program work shops.

• HPS then designed specific sales tools to be utilised by all customer focused team members and lenders across the business and the results were then tracked over a period of six months.

Successful Outcomes Achieved:

• HPS traced the results of the sales intervention and discovered a dramatic increase in the amount of 'closed deals' within the business

• Some individuals specifically utilised the sales tools to secure business that had previously been deemed 'un-winnable'

• By developing these new strategies along with increasing staff skill level, the organisation was able to significantly increase their performance across the business ranging from a result of 30% to 70% increases

Results

After doing the progam as the manager I was able to change the following areas :

A working relationship with a colleague was difficult. tense and unproductive. This relationship is now a co-operative one, more relaxed and is jointly focussed on our Branch needs. I have made all colleagues aware of what we are trying to achieve on a weekly basis we are all focussing on the same outcomes. 

We now know the $ value of insurance and new lending that needs to be acquired by the end of each week.

This has resulted in a workplace with higher morale. Insurance sales target have been met and the amount and volume of new lending has increased. New Members and accounts have been acquired, percentage Improvement 50%.

Call us to speak with this client today and they'll give you an independent view on what we do - we now operate across the Asia Pacific.

Melbourne                 +61 3 9397 3821

Sydney                       +61 2 9908 2179