Evolving Needs 

RogenSi has been working with this client for approximately four years, primarily with staff and units within the division that provides treasury management and securities servicing. During that time the client’s needs have evolved: from an initial need to improve sales and sales processes to a desire to develop a dynamic organization that ensures the maintenance of its existing clients and the growth of its client base. The firm’s operating environment has also created challenges as a result of increased competition, acquisition and reorganization. As a result, RogenSi’s role has expanded from being a training provider to becoming a trusted advisor.

Progressive Strengthening of Sales

In the first year of RogenSi’s engagement, the objective was to develop and grow basic sales skills, set sales processes and review the suitability of existing staff. In the second year, while maintaining the focus on skills and processes, the goal was to provide sales leaders with the necessary tools to coach their respective teams and drive desired sales results. The following year RogenSi helped the organization move to the next level in terms of customer relations development and management. Today’s objective is the global roll-out of the various stages of the program to ensure the success experienced in North America is repeated in other regions.

A Step-By-Step Approach

RogenSi’s initial approach was to provide staff with the basic skills and processes to increase sales. The sales programs were designed to help them understand the planning process and the communication skills needed to ensure effective segmentation, higher conversion rates and the elements of successful pitches.

Following the initial roll-out, it became clear that the sales managers did not have the necessary skills to support this new way of doing business. As a result, the leaders had to learn how to work with others to achieve the overriding goals. RogenSi’s approach was to design a leadership program that was highly relevant and pragmatic for individuals. In the third year, staff were shown how to think outside the usual parameters.

Today, RogenSi works with the client to analyze the business and its operations, and continually increase the effectiveness and the efficiencies of its services. The global roll-out of all the programs is designed to replicate the successful outcomes achieved in North America while recognizing and accommodating regional differences.

Outstanding Growth

RogenSi has helped this client exceed 25 percent annual growth for the last three years, and have had a critical role in improving efficiencies and effectiveness, which have enabled the client to earn higher revenues at lower costs.