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About Dashen Bank

Dashen Bank, one of the leading private banks in Ethiopia, has grown to become a prominent player in the Ethiopian banking sector. Just like Mount Dashen is the highest peak in Ethiopia, Dashen Bank aims to set new heights in banking services.

Frankfurt School is co-operating with Dashen Bank since 2017 as a partner for Human Resources Development. Our comprehensive Human Resources Development program is designed to elevate Dashen Bank’s organization’s capabilities through targeted learning and personalized coaching. This year’s program consists of two main components: a webinar series on sales, marketing and leadership and an exclusive online coaching program for senior professionals.

Dashen Bank

Webinar Series : Sales, Marketing & Leadership

An online seminar series by Frankfurt School of Finance & Management In today’s competitive banking environment, staying ahead requires continuous learning and skill enhancement. This seminar series on Sales and Business Development is designed to equip bank staff at all levels with the knowledge and tools necessary to excel in their roles. Whether you’re a frontline salesperson, a branch manager, or part of the strategic leadership team, this series will provide valuable insights and practical strategies to drive success.

Benefits of attending

Enhanced Skills: Gain a comprehensive understanding of sales and business development principles, from market research to advanced negotiation techniques.

Practical Knowledge: Learn actionable strategies that can be immediately applied to your daily work, improving efficiency and effectiveness.

Career Growth: Equip yourself with the skills needed to advance in your career, whether you’re looking to move up within your current role or take on new challenges.

Networking Opportunities: Connect with peers from different levels and departments within the bank, fostering collaboration and knowledge sharing.

Strategic Insights: Understand how to align sales strategies with the bank’s objectives, ensuring that your efforts contribute to the overall success of the organization.

Digital Competence: Embrace digital transformation and learn how to leverage data analytics to make informed decisions and drive business growth.

Certificate

Participants who will successful complete 70% of the mandatory sessions and who finalise the test questions with at least 70% score, will be awarded with a Frankfurt School certificate.

Course Structure

The length of each webinar is approximately 3 hours including a break. The modules and sessions are built on one another. We therefore encourage you to attend the full programme.

Module 1

This module provides a comprehensive overview of the essential concepts and strategies in sales and business development. Participants will learn how to conduct market research to identify opportunities and threats, generate and nurture leads, form strategic partnerships, and leverage digital tools and analytics to drive business growth. The module also covers the development of effective sales strategies, aligning sales processes with customer buying cycles, and managing sales functions within a banking context.

Join us for an in-depth seminar series focused on enhancing your skills in sales and business development. This series consists of six sessions, each lasting 180 minutes, designed to provide you with practical knowledge and strategies to excel in your career.

Schedule and content
Session 1

Business Development

Date: 30.09.2024

Time

Round 1: 10:00 EAT - 13:00 EAT*

Round 2: 14:00 EAT - 17:00 EAT*

Content:
  • Market Research: Environmental scanning to identify external opportunities and threats, determining the target market, and understanding customer needs and behaviors.
  • Lead Generation: Strategies for attracting potential clients, nurturing leads through the sales funnel, and converting them into customers.
  • Partnership Formation: Approaches to identifying potential partners, establishing mutually beneficial relationships, and managing partnerships effectively.
  • Digital Transformation and Analytics: Emphasizing the importance of digital tools in business development and using data analytics to inform strategy and decision-making.

Duration: 2 x 90 Minutes

Session 2

Sales Strategy Managament

Date: 01.10.2024

Time

Round 1: 10:00 EAT - 13:00 EAT

Round 2: 14:00 EAT - 13:00 EAT

Content:
  • Translating the bank’s objectives into a sales strategy
  • Establishing Sales as a specific business function within the bank
  • Reviewing and updating the Prospecting and Cold Calling Process of Customer Acquisition to reflect all channels
  • Mapping the Sales Cycle for each customer segment/sales channel and aligning it with the Customer buying cycle

Duration: 2 x 90 Minute

Session 3

Sales Plan & Sales Process Development

Date: 02.10.2024

Time

Round 1: 10:00 EAT - 13:00 EAT

Round 2: 14:00 EAT - 17:00 EAT

Content:
  • Detailed Sales Planning process
  • Splitting sales targets across districts, branches, and customer segments and sales employees
  • Customizing Sales MIS template for Dashen Bank
  • Branch sales management process

Duration: 2 x 90 Minutes

Session 4

Sales Model and Process

Date: 07.10.2024

Time: 

Round 1: 10:00 EAT - 13.00 EAT

Round 2: 14:00 EAT - 17:00 EAT

Content:
  • Needs-based Sales Model
  • Understanding Customer Needs (Business & Private Individual)
  • Cross-Selling Matrix

Duration: 2 x 90 Minutes

Session 5

Sales Negotiations

Date: 08.10.2024

Time:

Round 1: 10:00 EAT - 13:00 EAT

Round 2: 14:00 EAT - 17:00 EAT

Content:
  • The 4 Rules of Negotiation
  • Developing your Concession List
  • Key negotiation skills

Duration: 2 x 90 Minutes

Session 6

Key Sales Management Skills

Date: 09.10.2024

Time:
Round 1: 10:00 EAT - 13:00 EAT
Round 2: 14:00 EAT - 17:00 EAT

Content:

  • Core Traits of Successful Salespeople
  • Key Sales Skills
  • Self-Assessment and Benchmarking

Duration: 2 x 90 Minutes

Online Coaching Programme

We offer an exclusive online coaching program aimed at the talent pool of senior professionals. This program provides personalized coaching sessions that focus on individual development needs, leadership enhancement, and strategic thinking. This tailored approach ensures that Dashen Bank’s professionals are well-equipped to drive organizational growth and foster a culture of excellence.

Coaching is a process that aims to improve performance and focuses on the ‘here and now’ rather than on the distant past or future. The primary coaching approach supports the coachee in taking ownership in his/her development. Through this programme, FS coaches help the coachee to discover insights that lead to their own lasting solutions, develop their own skills and change their own behaviours and attitudes. The sessions will also help coachees to build their confidence and to hold themselves accountable for their own growth and development.

Our program for this financial year consists of 5 individual online coaching sessions. Our experienced coaches will work closely with each coachee to identify their strengths, address challenges, and set actionable goals.

The coachee can choose his/her coach of our pool of certified coaches:

🕒 New Challenge: Master in Time Management🏆

Attention all coachees!

Are you ready to prove your time management and organizational skills? Join our new competition to find out who is the best organized coachee 2024-25!

How to Participate:

Be on Time: Attend all coaching sessions punctually. If you need to reschedule, contact your coach well in advance.

Stay Organized: Keep track of your tasks and deadlines.

Show Consistency: Demonstrate your organizational skills throughout the coaching period.

Prize: The most punctual and organized coachee will win a special present! 🎁

Duration: The competition runs from September 2024 to June 2025.

Winner Announcement: The winner will be announced on June 30, 2025

Why Participate?

  • Improve your time management skills.
  • Enhance your productivity.
  • Win a fantastic prize!