La Banque Postale

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Challenges The bank had set far-reaching targets in terms of gaining market share while at the same time seeking to maintain profits across its four B2B banking markets.

500

salespeople trained

1

unique tool to prepare

negotiations in each market

18

months’ learning

The Halifax Consulting Solution

A long-term negotiation training solution starting with an e-learning course followed by individual training for all salespeople. This led to individual and group reviews to share a number of best practices. The campaign culminated in a national manager-led negotiating competition for each market and team to maintain momentum.

Keys to success

Progressive drilling to galvanise people and reinforce practices.
The agility of distance-learning solutions.
Managers’ involvement in the national competition to coach their team.

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