SWIFT
Managing the Global Banking Payments Network

The Motivation.

Leading a team of sales specialist in the Americas & UK region, Paul Taylor and Guy Sheppard were looking to implement a value based, consultative selling approach for their Financial Crime and Compliance team.  The team was seen as a crucial division for the growth phase SWIFT were embarking upon.  
The team need to master a robust methodology to help them proactively find opportunity across a wide portfolio of solutions.  The methodology needed to facilitate engagement at CXO level, align activity across a complex and multi-stakeholder decision making process and allow them to management and forecast the deals they were involved in.

The Solution.

The Value Based Selling programme was delivered over the course of three workshops.  It was moulded around and tailored to SWIFT's propositions.  This was achieved through conversations with the Product Managers, hoping them to assess where the real value was in each solution and how to articulate this to the commercial teams.  CO-IMPACT was also introduced to aid the team in qualifying their deals.  Live pipeline deal reviews were conducted to ensure the workshops were practical and the theory applied to real world scenarios.

A Sales Leader programme was also delivered to Paul and Guy to give them the confidence and capability to inspect the pipeline using CO-IMPACT and to coach their people to a higher level of performance.

The Results.

The team achieved 120% of their annual target, having previously forecasted 103%
​(before commencement of programme).