Foundational Resources

Each bank that selects SM&H as its partner receives a Performance Culture system created for them and with them. This is a collaborative, three-step process.

Performance and Learning Assessment
We study your environment and learn the specific sales and sales management issues that must be addressed prior to implementing any learning tools. This involves:

• Consulting phase to understand where you are, where you want to go, how we’ll help you get there and what stands in the way of success
• Tools Development phase to create practical job aids or to enhance what already exists
• Creation of learning interventions around the tools that connect to revenue and customer strategies
• Agreement to five Key Performance Indicators of success as well as the routines and accountabilities for each audience
• Assigning each client a Performance Manager that helps monitor Return on Investment of the system
• Working with marketing to develop an internal Performance Brand everyone can rally around

Performance Tools and Skills
You receive sales and sales management modules based on how each banker holds customer conversations. Our unique Learning to Life model creates immediate accountability based on sales and sales management routines agreed upon during the Performance and Learning Assessment.

Performance Coaching and Consulting
Clients know that a Performance Culture is built and sustained AFTER training. We stay with banks for a minimum of three years, providing in-field and telephone coaching for the key leverage points that lead and guide the process. We also conduct group coaching sessions, skip coaching (make joint calls with business bankers) and lead coach the coach interventions.

Our Client Executive Council meets annually in Chicago and keeps senior bankers current with trends and best practices in the industry.

After establishing the foundation for Your Perfomance Culture, discover how SM&H can deepen and extend its power throughout your organization.