The results of the training with ASLAN far exceeded our expectations. The Direct Banking Center increased its deposits by 270% and increased loans by 200%.
The Retail Banking division saw deposits increase by 168%, service per household increase by 20% and the success rate of customer calling campaigns went from .5% to 9%.
Within a year of implementing ASLAN’s complete account development process, we grew revenue 5% while customer demand was declining. And we saw incremental revenue growth of 46% within existing accounts.
When ASLAN was hired, our goal was to grow from just under $700 million to $2 Billion. We achieved the goal in just 3 years and ASLAN played a key role. Not only do they have the best sales development programs but their ability to learn our business and customize the program was exactly what we needed to transition our sales force.
We realized a 30% increase in incremental revenue within six months of hiring ASLAN for one reason – we embraced their process to turn our managers into coaches.
Within the first four months of implementing ASLAN’s program, appointments set with cold prospects jumped by 300% and engagement rates increased by 808%.
We at InsurMark just completed what I believe to be one of many training programs with your company….I congratulate you on your success and want to comment on how impressed we are for who you are and what you stand for…The values that your company demonstrates are admired! To all of you, you have a home run in regards to your curriculum, your staff, and your philosophical standing in the business world! Thank you for ‘walking the walk’!
To determine the impact training would have on our business, we hired ASLAN to train our inbound reps in two of our four call centers. Bottom line, we recouped our six-figure investment in 30 days. Reps that were trained outperformed untrained reps by almost 8X.
We wanted to test the impact of ASLAN’s approach, so we trained a select group of veteran reps and managers and compared the results. The reps that were trained and coached outperformed their peers by 56%.
After hiring ASLAN, we reduced customer attrition by 50% in the first two years — 5 times our goal. In the third year, we ended the year up 7,600 customers.
Within the first four months of implementing ASLAN’s program, appointments set with cold prospects jumped by 300% and engagement rates increased by 808%.
Our field guys gave this program the highest rating because it took the mystery out of prospecting. They learned where to focus, how to get there, and it wasn’t based on cheesy manipulation tactics. It’s the best program I’ve seen.
Of all the initiatives we’ve rolled out this year, ASLAN’s Catalyst program has been the star of the show. Your process, your ability to understand our DNA was truly amazing. You guys are freak’n awesome to work with! Every time I talked to one of our leaders they rave about the program. Not only was the program extremely successful but your people blew us away. Everyone we met with from ASLAN, were truly exceptional. We love our partnership with ASLAN.
Someone asked me recently why I've sold more than 2 times the nearest seller and get 25% more appointments. The simple answer is most reps don't understand how to create receptivity. I've used this other centered approach to selling since 2015. It completely reframes how you think about selling and that's why it works.
Selling is dumb. Don’t sell things. Listen, be genuine, be curious. This philosophy and approach helped me find my voice as an account manager. Instead of providing me with antiquated sales scripts, I learned how to navigate the roadblocks that were keeping me from growing my accounts and it’s helped me consistently exceed both my professional and quota goals.
This strategy and methodology moved my team from good to great, outperforming teams four times our size. We are now guides and managers of the sales process rather than pushers and pullers. Employing these techniques opened doors with decision makers who consistently denied access in the past. Bottom line, it worked in the toughest market we’ve ever faced.