While defining a customer experience in Retail Banking may be easy, the challenge comes in the consistent execution and delivery by the front-line bankers. We have worked with many organizations on their strategy, and have identified three key strategic elements to help your bankers deliver a successful customer experience – in each and every interaction.  

One of the biggest buzzwords in Financial Services Training and Development today is “competency.” At Greene Consulting, we have worked with many organizations as they embarked on defining key competencies to better define and clarify what is takes to be successful in a given position.  

I had a great conversation recently with a talented young sales leader.  In this discussion he conveyed to me his three biggest challenges: Finding more time to coach. Adding value to my sales people.  “I don’t want to be the kind of sales manager who advisors try to get away from because they do not…

In this tight economy, learning departments of Financial Services firms are looking for creative, cost-effective ways to add value to the business line. Many of them are turning to eLearning for the technical and skill development their professionals need; while others, especially smaller organizations, are reluctant to utilize eLearning due to perceived barriers to adoption.…

“Some gotta win, some gotta lose” is more than a line in an Elvis Presley song – it’s the government’s rendition of the Fiscal Cliff Deal. What exactly is the fiscal cliff? Is the fiscal cliff sheer media hype or a real crisis? The fiscal cliff refers to a perfect storm of tax increases and…

Pulling the trigger on sales training can be nerve-wracking, especially with the culture of austerity we all face today.  Your butt is on the line for the investment and, for most, training has historically produced only marginal results (assuming you can even measure the results!).  Nevertheless, you need a solution to meet next year’s goals…

Is this scenario familiar?  One of your Advisors comes to you seeking advice on how to close the wonderful prospect that has been in his pipeline for 4 months (and one that you have been asking about for the last three months).  He has made 4 or 5 calls on the client, has identified the…

In our last blog, we noted three key metrics by which you can fundamentally assess your opportunity for improving sales capacity.  In this blog, we will address the metric that typically gets the most attention – the close ratio. Our research suggests that the “typical” wealth management close ratio ranges from 25% to 35% (for…

In this our fifth in a series of articles about helping clients in the Accumulation Phase of Retirement Planning, we note that clients will often be unaware of or ignore the potential risks of premature death, short- and long-term disability, casualty losses, lawsuits, retirement plan security, unplanned estate distribution issues, etc. Such events can severely…

Everyone in the industry is striving to grow revenue meaningfully and in short order. Some are considering expansion strategies and some new offerings or a new model (expensive, time-consuming, and delayed impact). Many are seeking training solutions (often inaccurately targeted) to improve sales results. And just about everyone is looking for a way to drive…