Mutual Fund Company - Team Selling and Cross Selling
Financial services and mutual fund firm needed to improve the ability of newly-formed sales teams to cross sell additional products and services
A major mutual fund company realized that their corporate growth and profitability would be limited if they didn’t expand their offerings beyond mutual funds, and consequently they embarked on an aggressive growth strategy to expand their product and service offerings. A new sales team was formed to cross sell additional products and services in the financial services segment.
Sales Training Needs Assessment
Two different sales teams were created in the financial services division. The larger sales team concentrated on 401k and other retirement plans. A newer and smaller sales team was formed to cross sell additional products and services such as payroll services. Management initially believed that the two sales teams would work cooperatively; for example, they assumed that the 401k team would refer their existing clients to the payroll services team. In reality, the two teams did not work well together, so management decided that a team selling approach was required. Upper management decided on a two-pronged approach: first, to have managers set expectations and motivate employees to convert to a collaborative, team selling approach; and, second, to have both groups go through sales training so that they would learn some common sales skills and also experience a team-building event.
Sales Training Solution
Sales Training And Results, Inc. (STAR) designed a customized workshop on team selling and advanced selling skills, drawing on several STAR workshops such as Influence Skills, Team Selling, and Sales Prospecting & Business Development. This interactive workshop repeatedly mixed the two groups together to encourage them to work cooperatively and to establish trust and a good working relationship.