In 2008 we completed an enterprise-wide change program with First National Bank Texas. In February, 2008, First National Bank opened 8,995 new accounts. This in-store bank relies on customer traffic from their big-box host stores to grow their account base. In-aisle prospecting is a skill-set that increases traffic to the bank’s counters, yet despite continually messaging to their 1800 employees about the importance of these behaviors; in-aisle prospecting was not broadly adopted.
The bank utilized the Red Bucket Strategy with the management team to drive enterprise-wide adoption of in-aisle prospecting across the 225-branch footprint. Results were immediate, and dramatic.
New accounts grew from 8,995 in February to 11,429 in March, 14,412 in April, and 14,930 in May. After completing the Red Bucket Change Initiative Program, growth continued on the same trajectory, with 16,700 new accounts opened in June. A conversation with their VP of Sales in November revealed that new account growth has continued growing since then, topping 20,000 in October. Our most recent conversation with the bank (in mid-July 2009) informed us that for the first time, they topped 30,000 new accounts in June 2009.
Timeline for new account growth
2008
February 8,995
March 11, 429
April 14, 412
May 14, 930
June 16, 700
October 20, 000
July 09 30, 000
When you ask a typical sales person or sales manager what action they could take to improve their results, most do not immediately suggest optimizing their sales system. Yet a few small, systemic upgrades can create dramatic gains in your results today.
Our premier program, the Red Bucket Strategy Change Initiative, is helping one state-wide sales team achieve an unprecedented 82% growth over last year. Find out how your organization can dramatically accelerate results today and qualify for our pay-for-results fee structure!
It's easy to identify things that need to change. The hard part is actually changing. We've become experts at driving adoption in the areas that matter most: sales and leadership.
Identifying what you need to change is easy, it's the actual changing that's hard. Let's cover the three biggest obstacles we all face when starting a 90 day change program. Don't let these common hurdles derail you before you even get started.