Empowers participants to experience what they have learned through intensive training and role-playing in the classroom during a real-world, on-the-job training period that lasts no longer than 10 – 14 days.

Benefits:

• Takes classroom training to the next level
• Provides real-world experience aligned with academic learning
• Generates incremental revenue due to freshness of  classroom training
• Reduces staff downtime
• Increases job satisfaction, self-confidence, and self-esteem

Enables your organization to test and demonstrate proof of concept for new ideas to increase results.

Benefits:

• Tests new initiatives on a smaller scale
• Reduces risk if the idea fails; provides proof of concept if it succeeds
• Creates buy-in from senior management
• Creates a “pull effect” as those not involved in the Hot House are notified of the increased results

Addresses one specific skill and, for a defined period of time, focuses all management and leadership efforts on improving the use and application of that skill. Behavioral Campaigns can be conducted concurrently with product-focused campaigns to enhance the effectiveness and results of both campaigns.

Benefits:

• Shines a spotlight on a specific skill to increase its priority and overall effectiveness
• Focuses sales/service meetings
• Increases coaching to improve skill

Develops higher proficiency in a specific sales or management skill. It is a form of quality control put in place to ensure that managerial support and reinforcement of the sales-and-service culture occurs at the highest level of effectiveness.

Benefits:

• “Institutionalizes” continuous coaching at all management levels
• Ensures your organization’s sales-and-service actions are focused on results
• Provides your organization with a practical step in internal management development
• Underscores the commitment of your organization to  behavioral change

Utilizes mystery or known shops conducted within branches or business units to provide specific feedback on whether or not desired sales-and-service behaviors are being demonstrated.

Benefits:

• Measures current sales-culture effectiveness
• Measures effectiveness of embedding
• Report contains narrative of qualitative interaction between shopper and all branch employees, as well as quantitative data

Helps managers understand what motivates and demotivates individuals.

Benefits:

• Identifies actions to increase motivation
• Increases receptiveness to the coaching of new behaviors and skills
• Increases job satisfaction
• Increases client satisfaction and retention

Teaches the critical behaviors involved in fully understanding clients’ needs during account openings to develop lasting relationships.

Benefits:

• Provides clients with an enhanced account-opening experience
• Provides consistency and professional sales behaviors at account openings
• Improves client relationships and increases retention
• Improves “share of wallet” ratios
• Gathers more information regarding clients’ overall financial status

Embeds the desired behaviors through a layered-learning approach to interacting with clients  and prospective clients.

Benefits:

• Increases client perceptions of service quality
• Increases quality referrals
• Increases profitable revenues and retentions

Managers within your organization who are selected to become internal sales-and-service-process consultants or internal Cohen Brown experts.

Benefits:

• Provides greater coverage and support for managers
• Demonstrates and role-models Cohen Brown behaviors for managers
• Helps managers prepare for larger roles (career development)

Individuals within your organization who work with a business-unit manager to implement the sales-and-service process and, in conjunction with the manager, coach specific behaviors.

Benefits:

• Enables managers to maximize sales-and-service leadership actions
• Keeps focus on key behaviors
• Acts as a backup for managers

Individuals within a business unit who are able to demonstrate specific behaviors with superior quality and are used to help build the skills of others.

Benefits:

• Cross-pollinates Proven Best Practices
• Engages more of the team in the process
• Provides the manager with peer-to-peer coaching examples

cbway has been designed to bring the learning to the student by leveraging web-based technology and converting Cohen Brown’s vast courseware library into Customized Targeted Performance Solutions On Demand that produce a quantifiable performance results increase.

Increases your sales-and-service performance by delivering effective verbal responses to simulated client and prospective client challenges.

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High-impact, web-based, situation and job-specific motivational messages for implementing critical behaviors.

High-impact, web-based, concise modules that review the “how-to’s” of a technique and then how to apply the technique.

Become a skilled “focused listener” by listening for, identifying, and capitalizing on Opportunity Clues within client and prospective client conversations.

Improves your ability to listen to and truly hear what others say and mean by correctly paraphrasing and prioritizing what has been communicated by others.

Identifies correct and incorrect technique and style implementation within client and prospective client conversations.

Provides the ability to identify the most appropriate needs-based product and service recommendations based on existing account data, and information acquired during client conversations.

• Ability to clearly see the scope of your sales-and-service process
• Resolves the obstacles of lack of clarity and lack of planning
• Assigns responsibilities for implementation and results