Communication Skills Coaching Program
pelotonRPM is excited to present you with a quick look at how we can implement a Communication Skills Coaching Program for BMO Capital Markets that will help your team engage more effectively with clients, prospects, private equity investors, and each other – in-person and virtually. Our highly-differentiated approach to skills-building combines extensive live instruction and coaching (virtually or in-person), application, and one-to-one feedback to deliver an effective and impactful learning experience. Our program also allows senior leaders to identify the strengths and weaknesses of their team members and to help them develop to their fullest potential.
- Engaging, hands-on learning experience
- Content that is targeted at investment banking and corporate finance professionals
- Honing virtual and in-person communication skills and messaging
Helping the BMO Capital Markets Team Build the Critical Skills They Need
It’s both a challenging and an exciting time to be in the investment banking industry. Volatility in the capital markets is driving transaction volume and clients are looking for exceptional advice. It has never been more important for you to develop your role as a trusted advisor.
In order to grow your business, expand your deal pipeline, and increase your close rates, you need to put your best foot forward during every single client interaction. You need to look your best and deliver great presentations. You need to qualify prospective clients, message the BMO Capital Markets value proposition in a compelling and differentiated way, handle spoken and unspoken objections effectively, and win the engagement. You also need to adopt a sales mindset internally, be it garnering resources, positioning yourself for a promotion, or advocating for your transactions with the credit / commitment committee.
Our Communication Skills Coaching Program will help the members of your team reach their true potential and maximize their contributions to BMO’s success and reputation in the marketplace. pelotonRPM will help them develop the critical skills, competence, and confidence they need to thrive.
We calibrate our coaching to the specific individual to maximize impact. When it comes to coaching, there is no one-size fits all solution. Each learner comes to the table with different roles, strengths, weaknesses, and potential for growth. We have a well-defined coaching roadmap, but we allow the learner to drive the direction of the experience as well.
Overall Learning Objectives
PROGRAM OVERVIEW FOR VICE PRESIDENTS & DIRECTORS
Here is how we would propose structuring the coaching program for the mid-level members of the BMO Capital Markets team. Each learner will spend roughly seven hours over the course of the year and the specific learning objectives will be as follows:
- Be comfortable and effective communicators, in-person and virtually
- Communicate the BMO Capital Markets value proposition in a clear, concise, and compelling way
- Balance establishing a personal connection with professional engagement
- Understand the psychological motivations and biases of the prospect, building trust and credibility
- Identify and handle common spoken and unspoken objections
We will conduct a 360 survey to identify strengths and areas for improvement for each learner. They will also complete a self-evaluation form in advance of our first coaching session.
The launch session (in-person or virtual) starts with an introduction and discussion of survey results. The 1:1 session will then focus on instruction, a simulated new business presentation (recorded), and detailed feedback and coaching.
The 1:1 video skills coaching session is designed to help the learner make the most of live video, look their best ‘between the corners’, stage their environment, configure their settings, etc.
The second simulated new business presentation will allow the learner to practice the lessons taught during the program, iterate their messaging, and deal with common objections. This session will be recorded and analyzed.
This 1:1 session will concentrate on delivering feedback from the second simulation and providing additional coaching to address challenges the learners may still be having.
06Three 30-minute Sessions
Developing communication skills is an ongoing process. Our quarterly 1:1 check-in sessions will provide each learner with an opportunity to discuss challenges they have been having and continue to develop their executive presence.