June 15, 2019

BMO Harris Bank

RE: Proposal for Market Sales Coach
Dear Sandy Washington,

Purpose:

The purpose of this proposal is to show you the advantages of creating a Sales Coach position and what

it would mean for the market. I purpose that we bring on this position to help better benefit the market

and the bank in exceeding sales goals. The purpose of this position would be to better educate the

bankers and branch managers in ways to make sure we are not missing out on any sales opportunities.

When working for another financial institution quarterly numbers went up almost double the quarter

before. Knowledge is power and this position would make sure everyone has the proper tools to

succeed.

Problem:

Part of the problem is banking is changing. We are looking for more and more ways to stream line the

business. Such as online and mobile banking, Smart ATM’s etc. By doing this we have less people

working in the branches. The responsibilities of those people don’t go away though. Managers are now

responsible for operations and compliance more than they ever have been. Although this is an
important part of their job corporate leaders still push for one thing. This is to meet all sales goals.

Reports and audits take up a lot of a manager’s day. This in return does not leave much time for

coaching and analyzing sales and numbers. Creating a position to help back the managers and bankers in

the market would take the pressure off, and make sure it is not being over looked.

Position Responsibilities:

The Sales Coach position would have several different responsibilities. There would be one sales coach

for the market.

 Coaching each banker to meet sales goals on top of what the branch manager does currently

 Making sure all promotions are well known to the staff

 Analyzing campaign leads to make sure we are reaching out to the customers

 Work with the managers to come up with a plan to meet quarterly goals

 Attend branch manager meeting to make sure campaigns, promotions and any reporting is all

up to date.

 Go over promotions that the bank is offering on certain products in detail. Making sure

everyone has the proper tools and knowledge to offer them to the customers.
Coaching is important and benefits a company immensely. In 2018 a survey was done regarding

coaching and the impact it has in a workplace.

 74 % of leading companies say coaching is the most important role in the company.

o This is likely because coaching has a direct impact on sales goals and quota being met.

Coaching can easily be thrown to the waste side because managers are left alone to

figure it out. This position would help with supporting those efforts.

 19% of companies that support coaching development improve sales objectives.

o A sales coach can take what people have been taught and reinforce it. Making sure the

skills are being put to use to help drive sales for the market.

 46% of people in a sales position say coaching is one of the BEST ways to reinforce new sales

skills.

o The saying “if you don’t use it you lose it” comes to play here. It is important that

someone is focused on coaching to better our sales staff skills. This would be the main

focus here in this position.

  60% of people in a sales position is more likely to leave their job due to poor coaching.

o With the excessive amount of other responsibilities that go into being a bank manager

now, it is important coaching does not get over looked. The reality is sometimes it does.

Having this position would ensure that it doesn’t.

Benefits to the Market:

What is the markets number one goal every quarter and year? Surpass the numbers that have been set.

No one likes to be last and not carrying their share of the pie. How many times do we hear that we came

close? More times than I think we care to admit. Having someone dedicated to holding our sales teams

accountable I think is important. This could ensure that daily activities such as voice to voice and future

face to face appointments are being met. Making sure the goals are being met and surpassed will

increase profit. This in return looks good for the market. It can help us fight for more market share.

Currently BMO Harris only as one percent of the market share here in St. Louis. We have heard time and

time again that if numbers aren’t being met why we could expand the market share. By creating this
position we can increase sales and in return hopefully increase our market share. If every bank just hit

the goals given and there was a 0.00 gap at year end, we would increase profits by 55%.

Benefits to the Bank:

The biggest benefit is the bottom line. Meeting goals will increase the banks profit. We are all in

business to help customers but to also make money. Being able to increase market share and customer

base will do nothing but help the banks numbers increase. It is really that simple.

Cost

Salary of this position would be around 45,000-55,000 annually. With potential to bonus based on the

markets production.

Conclusion:

Having this position would impact the market and company all in a positive ways. As you can see it

would increase sales and moral. Help the entire team end up being where they want to be. This position

would create stability by making sure our teams have the tools they need to succeed and someone to

help them get there.

Site Worked:

https://www.brainshark.com/ideas-blog/2016/august/sales-statistics-coaching-for-sales-leaders

https://www.glassdoor.com/Salaries/sales-coach-salary-SRCH_KO0,11.htm