Sales Skills Enhancement

The strategic objective of UBB Bank was to enhance the effectiveness of its sales teams—including client relationship managers and senior specialists. The Business Institute developed a strongly practical programme tailored to the specifics of UBB Bank.

Key objectives of the programme:

• Enhancing skills in managing client relationships
• Building competencies in analysing and understanding client strategy
• Developing effective negotiation skills and structured approaches for generating solutionsя
• Increasing confidence and flexibility in negotiation processes
• Improving communication skills for successful negotiations and building trust with clients

Target audience:
The programme was designed for key teams at UBB Bank, including client relationship managers from the large and key accounts segments, small and medium-sized enterprises, as well as senior specialists in SME sales. The training was aimed at employees whose roles require active communication and the management of long-term client relationships.

The programme was developed on the basis of an in-depth analysis of UBB Bank’s needs and comprised three key thematic modules, delivered through a series of varied workshops: “Enhancing Sales Skills”, “Analysing Client Strategy” and “Negotiation Skills”. The Business Institute offered bespoke workshops and experiential learning approaches that reflected the real challenges faced by the teams.

The programme design included:

• Conducting a preliminary analysis to clarify the needs and expectations of UBB Bank
• Creating training modules covering specific sales and negotiation skills
• Customised exercises and case studies tailored to the bank’s operations and client segments
• Interactive sessions that helped participants develop practically applicable skills
• Feedback and evaluation of training effectiveness provided by the facilitators from The Business Institute