Foundational Sales Skills Curriculum Design

Client Project Briefing

Sales

Explore how we built a Foundational Sales Skills Curriculum Design framework for a global wealth manager's high net-worth cohort. Foundational Sales Skills is a baseline learning platform to reinforce the critical aspects of the sales and service mindset in a “Solution Selling” environment. AMS was called upon to create a baseline sales training program to support three cohorts of High Net-Worth Financial Advisors across a global enterprise. This curriculum was meticulously designed to equip advisors with the necessary skills to effectively engage with high-net-worth clients, understand their unique needs, and provide tailored solutions. By focusing on key sales principles and strategies, the program aimed to enhance the advisors' ability to build lasting relationships and drive client satisfaction. Additionally, the training included practical exercises and real-world scenarios to ensure that advisors could apply their knowledge effectively. The result was a robust training framework that not only improved individual performance but also contributed to the overall growth and success of the organization.

Client

The client is one of the largest retail Financial Services Advisory firms in the world and is held under the umbrella of the largest bank.

Challenge

The client was challenged after a merger to create a culture that was both service and sales oriented. The leader of the Advisory Business group had a goal to not only build the baseline of high net-worth clients, but also the need to establish better retention numbers. During a turbulent time in the industry, with high degrees of compliance changes, and economic stress, this effort was even more difficult to accomplish.

Solution

AMS understood the challenge and was able to promote the “gap” as an opportunity to not only meet the stated objectives of the training but also to help the firm bring together two varied cultural norms. The training program was structured to promote the core skills of Solution Selling, tying back to the concepts of collaboration, innovation, and strategic alignment. The program was customized to capture process and technology, with a solid focus on Change Management and core skills development. Three cohorts were involved, each delivered with a blended experience incorporating onsite training, digital learning supplements, and follow-on coaching.

AMS meticulously designed a robust plan for knowledge transfer and sustainable skills development. They identified the gap as an opportunity for cultural integration within the organization, recognizing it as a chance to foster collaboration and alignment across diverse teams. The training program emphasized Solution Selling, teaching participants to identify client needs, propose tailored solutions, and drive value. Beyond sales techniques, the program tied back to broader concepts such as collaboration, innovation, and strategic alignment with organizational goals.

To ensure a holistic approach, AMS integrated process improvements and technology adoption into the training. Participants learned to navigate streamlined workflows, with a strong emphasis on change management principles to prepare them for shifts in mindset and practice. The training was divided into three cohorts based on roles, ensuring relevance for sales, support, and leadership, each with tailored content. The blended learning experience included onsite training for hands-on learning, digital supplements like online modules and videos, and follow-on coaching for ongoing support.

AMS facilitated knowledge transfer, ensuring participants could apply skills immediately for sustainability. Regular feedback loops allowed AMS to fine-tune the program, adapting to evolving needs. This comprehensive and dynamic approach resulted in a well-rounded training program that not only met the stated objectives but also fostered a culture of collaboration, innovation, and strategic alignment within the organization.

Benefits

In a six-month follow-up, we learned that retention had significantly improved across the merged sales teams, and the core client base was showing a shift toward high net-worth clients as opposed to open market uptake. This shift proved that the solution was enabling a partnership mindset and, more critically, that clients were recognizing long-term value in their relationships with the organization.

In summary, AMS’s holistic, customized, and blended approach transformed the gap into an opportunity, fostering essential skills, collaboration, and cultural alignment. This comprehensive strategy not only met the stated objectives but also created a sustainable framework for future growth and success, enhancing the overall performance and satisfaction of both the sales teams and the clients they serve.

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