Using Employee Engagement to Meet Sales Targets: Financial Services

Identifying engagement drivers and a targeted action plan at a Financial Services Firm

Client Case Study

Situation

Financial advisors in the service centers of a leading financial services organization were not meeting product promotion goals.

Complications

Financial pressure was mounting to improve performance while key employees were leaving the firm

Approach

  1. Designed and implemented an engagement survey to employees and managers to identify the key reasons for missing sales targets

  2. As a result of employee engagement survey data, key skill deficiencies and employee motivation issues were identified in the sales branches

  3. Developed a customized learning intervention for advisors

  4. Trained supervisors and managers on how to effectively coach and motivate advisors to achieve sales goals.

Results

  • $250,000 in incremental profit

  • Met Targets: The next new product promotion implemented after the intervention achieved sales targets

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