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   Director of Retail Markets

Lasse Olsen
Director of Retail Markets


Case - Sparebank 1


"As a leader for a lot of people, both in customer positions and support functions, in my experience it’s important to understand each other's behavior. 

Fjeldstad & Partners' ability to understand our starting point and desire for a new direction resulted in a tailor-made training program for our company. "

Challenge

Sparebank 1 BV had a new strategy for a new way of working with a focus on increased growth. As part of this, there was a great need to increase the professionalism of our sales teams and to train them on important skills such as how to ask great questions to uncover our client’s needs. There was also a need for greater proactivity from the team to increase sales and customer satisfaction.


IMPLEMENTATION

Fjeldstad & Partners conducted a thorough analysis of the sales culture in Sparebank 1 BV. Based on this analysis, they created a tailor-made training plan for 120 advisers and 30 managers. "Basic sessions" were developed for all participants, and "special subjects" were adapted to the individual's role and needs. This training was completed in the autumn of 2016 through a number of half-day workshops. Emphasis was placed on the practicality of the lessons so our advisors could use the information quickly in their daily work.


Results/VALUE

Our work with Fjeldstad & Partners has helped Sparebank 1 BV to better identify the needs of potential and current customers and to carry out sales efforts in a more comprehensive way across our banks. The proactivity of our sales team is up and they are supporting Sparebank 1's new business strategy.


 

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