Discovery Instrument · Commercial & Corporate Banking
Banking Sales Gap Analysis
Where the mandates are being lost — and whether it's skill, will, or the system.
Where the mandates are being lost — and whether it's skill, will, or the system.
Forty-eight questions across the six stages of a banking relationship, from first conversation to share of wallet, plus eight on strategy if you're the one setting it. Twenty minutes or so. There are no right answers and nothing is scored against you personally — the point is to find where mandates are being lost and why.
The head of the business and every banker who carries clients, separately and without discussing it first. The difference between what the leader sees and what the team experiences is usually the most useful finding in the whole exercise — so please answer honestly rather than diplomatically.
Rate how true each statement is of your business today — not what you're working towards, and not what you'd like to be true. Every question needs an answer, and you can't move on until the section is complete. Where you're unsure, answer on your best current knowledge rather than agonising — a rough answer you'd defend is more useful than a perfect one you never give.
Nothing you enter leaves this page or gets sent anywhere without you. At the end you'll see your own report, and a single button that returns your results to whoever asked you to do this.
Used only to label your report and to weight a few of the findings.
Fill this in once. You'll get a link to send to the leader and the sales team — when each person finishes, their results come back to you in one click, already labelled.
Filled in automatically if you're already viewing it from a web address. Upload the file to your site, SharePoint, or any static host and paste that address here.
Send the same link to everyone — each person picks their own role when they open it.
Paste the results in — a whole email, several emails at once, a forwarded thread, or codes on their own lines. Anything that isn't a results code is ignored, and duplicates are dropped automatically.
