| CLIENT | INDUSTRY | PERIOD |
|---|---|---|
| One of the largest Finance companies in India |
Corporate Finance | APR’ 16 - OCT’ 17 |
PROJECT
To assist strategic change in Corporate Finance Group (CFG) by Sales coaching and training intervention. Strategy was to grow business aggressively while reducing risk by lowering the average loan size.
OBJECTIVES
To change their Sales team’s behavior in the following ways:
• Move towards a more granular, program-based lending
• Improved productivity per person
• Develop segment-based approach to sourcing loans
• Reduced dependence on DSA sourcing and more self-sourcing
WORK DONE
• Interviews with Top management of the company to establish “Why” change
should occur
• Articulation of the “Why” to the entire team
• Workshop conducted across the country to communicate new vision and skills
required (Jun-Sep 2016);
• Assessment report provided in Feb 2017 showing gaps in execution of all the regions
• Corrective actions were taken by the client including laying off several managers
• New set of action items developed based on brief given by the client in Mar 2017
• Workshop conducted specifically with the Regional/ Zonal Heads to align them
to Business Vision and also to equip them with basic tools to carry out the change
process within their teams.
• Roll out of new Workshops including Project OfficeBan: rolled out in Jun17;
• Project OfficeBan was a week-long project with detailed preparatory work done to
be done simultaneously across the country by each and every team members (55
CFG Relationship Managers)
• Coaching provided to each manager and Team leader as well as Regional Heads.
In the above work, the training content and delivery was partnered with our training
partner firm - Tvameva Solutions.
KEY OUTCOMES
| Number of loans disbursed grew 73%Year on year | Amount disbursed grew 67% year on year(2017 vs 2016) | Per person productivity per month (PPM) grew42% to 2.55 from 1.8. |
|---|
KEY LEARNINGS
Sales culture is built over a period of time. While the Top management had spelt out their vision for the business clearly in Q1 of 2016, by the time results were displayed on the ground by the team, it was Q3 2017. It took a lot of Insights and Execution focus from Serengeti Ventures side to get behaviors changed.