RTB Case Study - HBOS
case study HBoS – The Mortgage Business TMB is one of HBoS’ intermediary mortgage brands. It is a nationwide business dealing primarily in the Self Cert and Buy to Let market. It’s clients are packagers and brokers.
The Brief In 2005 the majority of the sales force were replaced and this resulted in a new team of Business Development Managers (BDMs). Consequently 2006 was their most successful year to date. To continue and maintain momentum RTB were engaged to run a personal development programme for both the sales force and senior marketing team. Key measures included an increase in the number and value of the applications, alongside subjective delegate feedback. Delegates 2 Regional Sales Managers and 2 Key Account Managers 25 Business Development Managers 5 Account Managers - Marketing
The Approach A specifically tailored 6 month programme incorporating 6 training sessions, based on our Performance Development Programme. Session 1 (Feb 2007): The Managers Induction Day A fully interactive session which challenged, enthused and allowed the senior leadership team to understand the programme to ensure their support throughout each session. Session 2 (Feb 2007): The Delegate Induction Session Each manager designed and facilitated a workshop based on RTB modules, to introduce their staff to the course.
Session 3 (Mar 2007): Advanced Personal and Business Goal Setting and Planning. Choosing and committing to goals that the delegates have a passion to achieve. Session 4 (Apr 2007): The Attitude Growth Model A focus on specific training and sales skills to improve attitudes and thus bottom line performance. Session 5 (June 2007): Getting into the Zone 5 simple steps to enable delegates to produce more consistent performance on day to day basis. Session 6 (July 2007): Making an Impact Tools and techniques to increase confidence in communication with colleagues and clients. Coursework following each session.
Observations The managers and delegate induction sessions played a major role in increasing staff engagement prior to the start of the programme. Most of these individuals were tired after a tough and successful 2006, and following a further increase in targets, this programme supported and helped delegates to believe that once again they could raise the bar on performance. The quality and completion of coursework was consistently of a high level and we believe this contributed to the success of the programme.
Objective Resultsncreased on average by 65%
Subjective Results The Senior Leadership team’s comments included; “The bottom performer at the start of your programme is now the top performer and attributes the majority of his success to implementing the work from your sessions”
number of applications : Jan - Aug 2007 5000
3500
“One of the BDMs who fully embraced the course has now been promoted to Regional Sales Manager in another part of the bank”
3000
“Staff Retention has been magnificent”
2500
“The programme has really hit the mark – totally inspiring and engaging!”
4500
number of applications
4000
2000 1500
Testimony
1000 500 0 Jan-07
Feb-07
Mar-07
Apr-07
May-07
Jun-07
Jul-07
Aug-07
Month
• Over a 7 month period, number of monthly applications increased on average by 65% • Personal Best month was in May following session 2 where number of applications nearly doubled. % increase in value of applications - month on month
% increase in value of applications
260% 240% 220% 200%
" I've been delighted to work with the team at Raise the Bar to develop a number of my teams over the years, and now with TMB - The Mortgage Business, part of HBoS PLC. There are a number of things that, in my view, set Raise the Bar apart from most other Leadership, Performance and People Development companies: - The team's total commitment to understanding the business; it's structure, culture, processes, priorities, performance and people, before the work even starts. That means that the programme is delivered in a relevant, personalised way that has immediate integrity for the delegates - Using sport as the inspirational learning model, had worked superbly for delegates - whether they are interested in sport or not. Everyone has found the analogies and the practical techniques employed by top sports people, totally relevant to their own jobs. - Our people have been really enthused, challenged and held to account for their development through the programme, and that has really cemented the high-performance people-driven culture I've been keen to instill in this business.
180% 160% 140% 120% 100%
- The debrief and feedback sessions demonstrate to me the Raise the Bar team's commitment to actually making a difference, and improving bottom-line performance"
80% 60% 40% 20%
TMB Director – Sales & Marketing
0% Jan-07
Feb-07
Mar-07
Apr-07
May-07
Jun-07
Jul-07
Aug-07
Month
• Value of applications reached a peak in August 2007 following the conclusion of our programme.
raisethebar.co.uk
The Brief In 2005 the majority of the sales force were replaced and this resulted in a new team of Business Development Managers (BDMs). Consequently 2006 was their most successful year to date. To continue and maintain momentum RTB were engaged to run a personal development programme for both the sales force and senior marketing team. Key measures included an increase in the number and value of the applications, alongside subjective delegate feedback. Delegates 2 Regional Sales Managers and 2 Key Account Managers 25 Business Development Managers 5 Account Managers - Marketing
The Approach A specifically tailored 6 month programme incorporating 6 training sessions, based on our Performance Development Programme. Session 1 (Feb 2007): The Managers Induction Day A fully interactive session which challenged, enthused and allowed the senior leadership team to understand the programme to ensure their support throughout each session. Session 2 (Feb 2007): The Delegate Induction Session Each manager designed and facilitated a workshop based on RTB modules, to introduce their staff to the course.
Session 3 (Mar 2007): Advanced Personal and Business Goal Setting and Planning. Choosing and committing to goals that the delegates have a passion to achieve. Session 4 (Apr 2007): The Attitude Growth Model A focus on specific training and sales skills to improve attitudes and thus bottom line performance. Session 5 (June 2007): Getting into the Zone 5 simple steps to enable delegates to produce more consistent performance on day to day basis. Session 6 (July 2007): Making an Impact Tools and techniques to increase confidence in communication with colleagues and clients. Coursework following each session.
Observations The managers and delegate induction sessions played a major role in increasing staff engagement prior to the start of the programme. Most of these individuals were tired after a tough and successful 2006, and following a further increase in targets, this programme supported and helped delegates to believe that once again they could raise the bar on performance. The quality and completion of coursework was consistently of a high level and we believe this contributed to the success of the programme.
Objective Resultsncreased on average by 65%
Subjective Results The Senior Leadership team’s comments included; “The bottom performer at the start of your programme is now the top performer and attributes the majority of his success to implementing the work from your sessions”
number of applications : Jan - Aug 2007 5000
3500
“One of the BDMs who fully embraced the course has now been promoted to Regional Sales Manager in another part of the bank”
3000
“Staff Retention has been magnificent”
2500
“The programme has really hit the mark – totally inspiring and engaging!”
4500
number of applications
4000
2000 1500
Testimony
1000 500 0 Jan-07
Feb-07
Mar-07
Apr-07
May-07
Jun-07
Jul-07
Aug-07
Month
• Over a 7 month period, number of monthly applications increased on average by 65% • Personal Best month was in May following session 2 where number of applications nearly doubled. % increase in value of applications - month on month
% increase in value of applications
260% 240% 220% 200%
" I've been delighted to work with the team at Raise the Bar to develop a number of my teams over the years, and now with TMB - The Mortgage Business, part of HBoS PLC. There are a number of things that, in my view, set Raise the Bar apart from most other Leadership, Performance and People Development companies: - The team's total commitment to understanding the business; it's structure, culture, processes, priorities, performance and people, before the work even starts. That means that the programme is delivered in a relevant, personalised way that has immediate integrity for the delegates - Using sport as the inspirational learning model, had worked superbly for delegates - whether they are interested in sport or not. Everyone has found the analogies and the practical techniques employed by top sports people, totally relevant to their own jobs. - Our people have been really enthused, challenged and held to account for their development through the programme, and that has really cemented the high-performance people-driven culture I've been keen to instill in this business.
180% 160% 140% 120% 100%
- The debrief and feedback sessions demonstrate to me the Raise the Bar team's commitment to actually making a difference, and improving bottom-line performance"
80% 60% 40% 20%
TMB Director – Sales & Marketing
0% Jan-07
Feb-07
Mar-07
Apr-07
May-07
Jun-07
Jul-07
Aug-07
Month
• Value of applications reached a peak in August 2007 following the conclusion of our programme.
raisethebar.co.uk
