SMEs are the engine of growth to most economies around the world and many Financial Institutions have made this a key focus in recent years. But in order to capture this growth opportunity in a crowded market including the new FinTechs, a set of disciplined and structured client driven processes must be built and managed. This course will provide insight into many of the critical enablers needed to build a client focused SME business, both what works and what does not. Areas covered will be SME Strategy, building a differentiated value proposition, how to maximize effectiveness through client segmentation and sales coverage, developing high quality sales processes, building a positive client experience, managing the portfolio, and more.

Increase the productivity of your sale sales force through effective client segmentation and coverage

Differentiate your client value proposition

Increase client loyalty and retention

Cross sell more solutions to your clients

Maximize employee and client metrics through data analytics

Optimize the performance of the sales force through better training and optimal incentives

• Head of SME Banking

• Head of Marketing

• Head of Business Banking

• Head of Sales overall for SME / Business Banking

• Head of SME Product Development

• Head of SME Segment Management

• Head of SME Business Performance

• SME specialists

• Retail Distribution Heads

• Regional Managers and Branch Managers