Ath POWER CONSULTING.

• Position: Profiles of Ath Power Consulting, Sales Performance International - Brief Article - Company Profile

12 Essex Street

Andover, MA 01810

Phone: (978) 474-6464

Fax: (978) 474-4161

E-mail: isaladini@athpower.com

Web: www.athpower.com

Profile

A market research and training firm focused on the financial services industry and offering unique programs designed with the individual client in mind.

Case study

The client's goal was controlled growth through increased sales and service efforts focusing on greater penetration of the existing base.

Methods: Focus groups measured how customers felt, and why. Telephone surveys measured customer satisfaction. Mystery shopping provided the insight to current sales and service behaviors in the bank's branching system. The research was followed by customized front-line sales and service training, and management coaching.

Results: Loans increased 13 percent. Assets increased 8 percent. A sales-based incentive program was also established. Now, each customer is seen as a prospect for the full range of products.

The client's executive vice president of retail said: "Ath power enabled us to better understand customer attitudes and usage patterns. We now have a program in place that keeps us in touch with the wants and needs of our customers, and our employees now know how to provide the service that will solidify relationships with our customers."

* SALES PERFORMANCE INTERNATIONAL

SALES PERFORMANCE INTERNATIONAL

6230 Fairview Road, Suite 200

Charlotte, NC 28210

Contact: Johnnie Quinn

Phone: (704) 364-9298

Fax: (704) 364-8114

E-mail: jquinn@spisales.com

Web: www.solutionselling.com

Profile

Sales Performance International is a sales and sales management firm. The company is in the business of helping clients execute strategies to grow revenues and gain market share. The firm does this by helping to improve sales performance and productivity through the use of sales process consulting, training services, products and tools. The company considers sales, management, marketing and automation to achieve a total sales performance solution for clients.

Case study

After a steady 18-month decline in revenue and market share, a client came looking for a solution to regain shareholder value. According to the client's line-of-business executive, the reasons for the loss of market share were a combination of having an inexperienced sales force, no standard sales management system and no proven ability to...