Mirosław Gałat, former HR Director, Bank Pekao SA
Within one year, we increased the sales volume by 24%, turnover by 12%, and the effectiveness of cold calling by 68.5%. We achieved these results despite the very strong competitive pressure, weakened morale and the effects of the global financial crisis of 2008-2010. The solutions proposed to us by Janusz Kamieński and the consultants from his team definitely contributed to such effects.
The key to success was finding the leverage for profitability: the fundamental expectations of clients for which they valued the bank and the most important weaknesses on the part of our advisors. The solution implemented in our bank was based on both of these factors. And here we touch on the second important factor of success. It was the involvement of managers at all levels in the change process by consultants. As a result, the obtained business results were not only more than satisfactory, but also durable.
It is also worth noting that defining the profitability leverage improved the decision-making process in our sales support team. Our customer advisers were equipped not only with the competence and support of their superiors (the role of consultants), but also with well-chosen sales instruments and knowledge in the field of finance, with which we provided them based on the conclusions of the customer expectations research carried out by Janusz Kamieński. Thanks to these activities, it was possible to fulfill the role expected of our employees – the actual, and not just titular, advisory role. Do I recommend Janusz Kamieński and his consultants? Let the answer be the fact that we have been successfully working with Janusz for… 15 years.