Bahrain Islamic Bank increases team performance by 65%!
Bahrain Islamic Bank (BisB) was established in 1979 as the first Islamic commercial bank in the Kingdom of Bahrain. To maintain its leading position in the Islamic banking sector the Bank adopts innovative products, supported by superior retail and corporate banking services.
BISB needed to improve performance across its sales team to maintain success in a highly competitive field. Head of Sales, Naif Al Nasser, wanted employees to better prioritise their workload and prevent delays that were affecting productivity and profit.
After attending a leadership seminar Naif knew TWI’s Tom Flatau was the right person for the job:
“Tom was very impressive at the seminar and I asked him if he could help with my team. He was very professional and he quickly diagnosed our weakest areas and tailored a programme that would help the team - he understood exactly the problems we were facing.”
Our Creating the Perfect Sales Team programme was carved specifically to address the sales team’s sense of cohesion and create precise focus. Tom identified the need for each member of the sales team to focus more on serving each customer by identifying individual priorities. This would ensure the team worked towards shared and clear objectives, in turn helping them to prioritise workloads and avoid distractions.
A clear message was then identified that differentiated BISB’s products and services from other banks and sales staff were trained to present this in a way that would ensure emotional engagement between BISB, its sales force and the customer.
“BISB's issues were not unusual but, due to their fast and competitive industry, prompt and efficient diagnosis was needed to ensure a leap in their sales results.“
Distractions and poor prioritising often occur when a team lacks the strong unity and cohesion needed to perform well.
“It was also important to help each member of the sales team understand that customers make decisions not just on facts and information but on the significant emotional elements involved and to succeed the team needed to capitalise on this.”
Tom knew BISB would benefit from using a profiling tool - allowing sales employees to sell according to the personality type of the customer. This further allowed the team to tap into the emotional elements of selling as it highlighted behavioral differences and eliminated the most common error of sales people: Treating each customer the same way!
TWI's training, which included plenty of roleplay and feedback, ensured the team achieved real behavior change and sustained sales success! As Naif Al Nasser explains:
"Time is money - the more time you take, the less profit you will gain and this change has definitely had a great impact on our profits. We have used training providers before but they have applied ready-made programmes."
"TWI's efficiency came from their ability to customize their programme based on our needs."
By eliminating distractions and delays affecting the sales team BISB has reported a 65% improvement in performance.
Our programmes challenge the way teams work together to dramatically boost performance and banish conflict
Learning through action - every program we deliver is highly practical and addresses real live issues. We use simulations, exercises and case studies and all our methods are based on the latest neuroscience and positive psychology research findings. Everything we deliver and challenge our participants to think about leads back to one simple question “what am I going to do differently back at work and how?”.