In recent years, the requirements for managers and sales personnel continuously increased in particular in corporate customer business. To meet these requirements, adequately qualified employees are indispensable in all functional areas.
The services offered by zeb/ in this field range from training managers and sales personnel in seminars to coaching directly at the workplace. All the measures are individually tailored to and focused on the relevant objectives as well as customer groups. In all seminars and sessions, priority is given to the practice orientation of all subjects covered.
Our training and coaching services:
Training and coaching of managers
- Coaching and training specifically geared to the needs of the managerial level (front and back office) taking account of the special aspects related to corporate customer business.
- Training/coaching of managers with a view to:
- their role in coaching their team with the aim of bringing about a positive and lasting change of attitudes and behaviours in line with the corporate objective,
- special challenges in leading managers of the next level and customer advisors/credit analysts in the corporate customer business with special consideration of the conflicting aims related to sales and risks (for credit institutions).
Training and coaching for front and back office personnel
- Coaching (on and off the job) and training individually geared to the relevant requirement profiles (front and back office) and market requirements:
- demand-oriented consulting for all corporate customer segments in the corporate and retail area of all credit institution sectors in line with harmonised group-wide solutions or individual advisory logics,
- exploiting cross-selling and, hence, revenue potentials (corporate and retail),
- communication of rating results and fields of action derived therefrom,
- sales approaches based on the analysis of annual financial statements and other documentation according to Article 18 of the German Banking Act,
- targeted communication with corporate customers,
- sales-oriented advisory concepts for real estate marketing and funding (own and external agents) taking account of all relevant product fields,
- sales-oriented advisory concepts in the B2B business.
Other qualification services
- Medium- and long-term support of clients after the completion of the core project through:
- regular workshops (R),
- online help desk (C),
- telephone coaching (C),
- continued support to managers responsible for projects,
- innovative methods for the dynamic and forward-focused assessment of material creditworthiness in order to minimise and control risks as well as for identifying starting points for intensifying business relations,
- concepts for retaining existing customers and winning new ones,
- sales orientation of the back office,
- team development,
- perspectives for outperformers,
- reconciliation of diverging lending cultures (merged organisations).