Professional Documents
Culture Documents
Purpose:
The purpose of this proposal is to show you the advantages of creating a Sales Coach position and what
it would mean for the market. I purpose that we bring on this position to help better benefit the market
and the bank in exceeding sales goals. The purpose of this position would be to better educate the
bankers and branch managers in ways to make sure we are not missing out on any sales opportunities.
When working for another financial institution quarterly numbers went up almost double the quarter
before. Knowledge is power and this position would make sure everyone has the proper tools to
succeed.
Problem:
Part of the problem is banking is changing. We are looking for more and more ways to stream line the
business. Such as online and mobile banking, Smart ATM’s etc. By doing this we have less people
working in the branches. The responsibilities of those people don’t go away though. Managers are now
responsible for operations and compliance more than they ever have been. Although this is an
important part of their job corporate leaders still push for one thing. This is to meet all sales goals.
Reports and audits take up a lot of a manager’s day. This in return does not leave much time for
coaching and analyzing sales and numbers. Creating a position to help back the managers and bankers in
the market would take the pressure off, and make sure it is not being over looked.
Position Responsibilities:
The Sales Coach position would have several different responsibilities. There would be one sales coach
Coaching each banker to meet sales goals on top of what the branch manager does currently
Analyzing campaign leads to make sure we are reaching out to the customers
Work with the managers to come up with a plan to meet quarterly goals
Attend branch manager meeting to make sure campaigns, promotions and any reporting is all
up to date.
Go over promotions that the bank is offering on certain products in detail. Making sure
everyone has the proper tools and knowledge to offer them to the customers.
Coaching is important and benefits a company immensely. In 2018 a survey was done regarding
74 % of leading companies say coaching is the most important role in the company.
o This is likely because coaching has a direct impact on sales goals and quota being met.
Coaching can easily be thrown to the waste side because managers are left alone to
figure it out. This position would help with supporting those efforts.
o A sales coach can take what people have been taught and reinforce it. Making sure the
skills are being put to use to help drive sales for the market.
46% of people in a sales position say coaching is one of the BEST ways to reinforce new sales
skills.
o The saying “if you don’t use it you lose it” comes to play here. It is important that
someone is focused on coaching to better our sales staff skills. This would be the main
o With the excessive amount of other responsibilities that go into being a bank manager
now, it is important coaching does not get over looked. The reality is sometimes it does.
What is the markets number one goal every quarter and year? Surpass the numbers that have been set.
No one likes to be last and not carrying their share of the pie. How many times do we hear that we came
close? More times than I think we care to admit. Having someone dedicated to holding our sales teams
accountable I think is important. This could ensure that daily activities such as voice to voice and future
face to face appointments are being met. Making sure the goals are being met and surpassed will
increase profit. This in return looks good for the market. It can help us fight for more market share.
Currently BMO Harris only as one percent of the market share here in St. Louis. We have heard time and
time again that if numbers aren’t being met why we could expand the market share. By creating this
position we can increase sales and in return hopefully increase our market share. If every bank just hit
the goals given and there was a 0.00 gap at year end, we would increase profits by 55%.
The biggest benefit is the bottom line. Meeting goals will increase the banks profit. We are all in
business to help customers but to also make money. Being able to increase market share and customer
base will do nothing but help the banks numbers increase. It is really that simple.
Cost
Salary of this position would be around 45,000-55,000 annually. With potential to bonus based on the
markets production.
Conclusion:
Having this position would impact the market and company all in a positive ways. As you can see it
would increase sales and moral. Help the entire team end up being where they want to be. This position
would create stability by making sure our teams have the tools they need to succeed and someone to
https://www.brainshark.com/ideas-blog/2016/august/sales-statistics-coaching-for-sales-leaders
https://www.glassdoor.com/Salaries/sales-coach-salary-SRCH_KO0,11.htm