CaseStudy /

Employees across 11 countries have a new mindset and a new commercial focus to their sales strategy

Changing the mindset to enable excellence01/ The Client ING are one of the world’s largest commercial banks with 20 years’ experience of operating in Central and Eastern Europe.

“In branches where increase in sales effectiveness is measured, already there is a minimum 10 % that isattributed to this project.”

02/ The ChallengeING had identified that there was too much of a variance of skill and attitude across the 11 countries in the CEE region and they needed their sales people to professionalise and commercialise their approach. They needed a combination of improved sales and pitching skills and a more positive mental attitude and resilient mindset..

Why they chose rogenSiING’s Senior HR Development Manager says, “We were impressed by their professionalism. The way the team pitched for the business was exactly the kind of approach we wanted to develop in our workforce. Their focus on mindset and the exceptional performance equation was what differentiated them as a provider and was exactly what we were looking for.”

ING was looking for more than a sales skills training course and hoped to achieve more of a culture change in terms of mindset and behaviour: this was precisely what rogenSi was offering.

03/ The SolutionrogenSi designed and delivered a programme that consisted of a leadership alignment session, a two-day sales and mindset course for 460 participants from 11 different countries, an additional day on pitching and mindset for senior staff, and a coaching programme for managers. This was aimed to drive a culture change in their sales organisation. ING’s Head of Corporate Clients for Central and Eastern Europe highlights, “It’s impossible to achieve true change in an organisation without the leaders getting behind the initiative and living the behaviours themselves.”

ING’s Senior HR Development Manager explains, “We looked at a programme that would include all of the office staff, from country manager level down to the most junior staff members, because we really wanted it to affect everybody in the organisation.”

ING was delighted with the programme rogenSi delivered. Their Senior HR Development Manager comments, “Our employees were really surprised by the fact that this was such a different programme: something that they had never seen or experienced before. They found it immediately relevant and beneficial to their daily working environment, so that was a huge plus for us.”

Their Head of Corporate Clients for Central and Eastern Europe adds, “I was looking to instil a mindset. What rogenSi did with their training and their tools was to instil a common language and a common understanding.”

04/ Achievements

As a result of the programme:• Employees are now much more engaged• Employees across 11 countries are now speaking the same language• Employees now understand how mindset drives success• ING has a consistent, more professional, more commercial approach to building client relationships• ING has a better understanding of how deals are won or lost, positively impacting rapport with clients

ING was impressed with the way their team worked together with rogenSi on this project. Their Senior HR Development Manager comments, “This was a very complicated initiative, and it was also quite a new experience for us to invest in a development initiative of this scale, size and timeline. This made rogenSi’s responsiveness and professional approach to everything so important. They anticipated our needs really well too, especially considering that this was the first time we had worked together. That proved to be really helpful: a lot of the time it really felt like we were working as a team with a common objective rather than as a client and provider. In particular, the Fortius Mindset results, compared to results taken before the programme, demonstrate the significant impact it has had on our staff.”

05/ The LegacyING’s employees responded really well to the training, and especially the mindset content. Every staff member who attended has two or three things they have taken away from the programme that they are doing differently, helping them to achieve better results.

The programme included a coaching workshop to equip ING’s managers to coach and reinforce the behaviours and principles they had learned. The Senior HR Development Manager comments, “We have started a ‘champions’ network’ to continue developing these principles. This was embedded in the programme design from rogenSi along with many other recommendations for ways in which we should take this culture change forward as an organisation.”

The Head of Corporate Clients for Central and Eastern Europe adds, “The biggest benefit for ING is that there is now a common mindset and a shared approach to clients across all these multiple, very diverse cultures.”

What can we do for you?rogensi.com

06/ The Verdict “The rogenSi programme is seen by ING as best practice in terms of the way it was approached, the expected results and the employee engagement.”

“I have never worked with a provider of such high quality for coaching and training delivery, in terms of standards and in the way in which the initiative was designed to meet our needs. That’s something we really recognise in our industry: in the finance industry we are also looking for exacting standards.”

ING’s Senior HR Development Manager

“What made rogenSi stand out from the rest was their pitch. Their pitch material was very much geared to the questions we had and they actually practised what they preached.”

“The leadership alignment session not only got the leaders behind the programme, but helped us agree, as a team, how we would turn our vision into results. This was critical to its subsequent success.”

“I wasn’t looking for just another sales training programme. I also wanted process, mindset and tools to embed into everyday practice and this is rogenSi’s focus.”

ING’s Head of Corporate Clients for Central and Eastern Europe