Summary
B4B Partners collaborated with a leading financial institution in Ghana to deliver a tailored Revenue Engine Masterclass for 65 branches and senior managers across the country. The goal: build a revenue-first mindset, sharpen loan recovery capabilities, and improve field sales execution. The result was an energized, equipped, and aligned team ready to drive growth and deliver measurable impact across acquisition, disbursement, and repayment.
About the Client
Our client is a licensed financial institution under the Bank of Ghana, providing inclusive financial solutions to Individuals, MSMEs, and SMEs. With multiple branches and a growing agent network across Ghana, the institution supports economic empowerment through accessible credit and deposit services, especially in underserved communities.
The Situation
With a motivated team and strong community presence, our client was seeking to improve performance among its frontline officers across four core revenue drivers:
- Driving acquisition for new customers and accounts
- Speeding up loan disbursements and repayment time
- Improving customer follow-up and repayment tracking using CRM and digital tools
- Enhancing client retention, engagement, referrals, and repeat transactions
To achieve stronger revenue outcomes and become an industry leader, the organization sought to shift the team’s mindset from task execution to revenue ownership, while equipping them with practical tools and processes for growth.
The Solution
B4B Partners delivered a practical and immersive Revenue Engine Masterclass designed to meet the real-world challenges of the client’s team. The training was built around field-relevant simulations, data-driven tools, and practical frameworks, enabling participants to connect their daily activities to broader revenue outcomes.
Key components of the solution included:
1. Understanding the Customer Journey & Sales Engine
We helped the team map out their customer journey—from acquisition to disbursement, repayment, and retention—highlighting the critical “leaks” in the sales engine that needed fixing for optimal performance.
- Participants learned to find and qualify customers correctly and pinpoint opportunities for upselling, cross-selling and referrals.
- We emphasized revenue ownership at every stage, aligning each team member’s role with sales outcomes.
2. Building a High-Performing Sales Culture
Through targeted sessions on daily habits, planning, and execution, we explored:
- Skills and behaviors of top-performing teams
- The daily rhythms that drive customer engagement and growth
- Frameworks for objection handling, repayment conversations, and client retention
A highlight was a fireside chat with a 30+ year debt recovery expert, who shared practical tips and Repayment Essentials for improving collection rates.
3. Sales Intelligence & CRM Tools
To enhance field execution and consistency, we introduced:
- Sales intelligence tools for managing leads, follow-ups, and conversions. We provided a simple CRM tool showing the team what to track and how to use sales data.
- A Growth Tracker Tool for weekly activity reporting. This is now used by the team to track their weekly progress.
4. Interactive Case Studies & Breakout Sessions
The session featured customized case studies based on real organisational challenges, enabling participants to work in groups and simulate solutions.
- Breakouts focused on handling unsettled loans, improving client engagement, and converting leads more effectively.
- Peer learning reinforced team collaboration and problem-solving.
5. Actionable Resources
Participants received a Sales Workbook with exercises for objection handling, client conversations, and sales planning. This resource serves as an ongoing guide to reinforce training concepts. A post-training resource kit was provided, containing 10+ resources (e.g. templates, checklists, tools, trackers) for further learning.
Impact & Results
High Engagement and Immediate Application
The 65 participants demonstrated high engagement through role plays, simulations, and group discussions. Several teams began applying tools like the Growth Tracker immediately after the session.
Within just one month, entries in the Growth Tracker captured multi-million Cedi revenues, demonstrating both the relevance and rapid application of the tools shared.
Behavioral Shifts Across Branches
- Increased focus on customer qualification and referrals
- Improved team collaboration and ownership of sales outcomes
- Greater confidence in objection handling and recovery follow-ups
Leadership Alignment & Commitment
The institution’s leadership team expressed a strong commitment to implementing B4B’s recommendations, including weekly growth tracking, agent network optimization, and development of a centralized Sales Playbook.
Anonymous Participants Feedback
- “The experience of encountering an external person who has worked with financial institutions outside Ghana. It made me realize that similar principles are applied elsewhere to achieve great results and that with determination, we could achieve our goals using the same principles.”
- “The Revenue Engine Masterclass provided me with a clear, practical roadmap for driving consistent business growth by aligning marketing, sales, and customer success. It was insightful, actionable, and directly relevant to improving revenue performance in my organization.”
- “The session has had a positive impact on the sales team. We have observed some new drive and thinking amongst the sales team.”
- “I really appreciate the organizers and the facilitators. And would like to have more of this.”
- “I love the presentation from Napa Onwusah and the systematic approach and clarity of thought with which she delivered the course.”
Client’s Quote
“We are fully energized and equipped to turn ourselves and our business around to become market leaders in our industry.
We have no doubt that an intentional and strict follow-through of your recommendations will enable us to exceed all expectations of what success really should be for our organization and indeed the entire industry.”
– Managing Director, Financial Institution, Ghana
Conclusion
This engagement marked a shift for the institution’s sales operations. Through practical training, CRM tools, and actionable recommendations, B4B Partners helped reposition the team for sustainable revenue growth and operational excellence.
Let’s work together to create a customised program for your team. Drop us a message here or email hello@b4b.partners.
You can also get early access to our next Revenue Xcelerator cohort, an intensive training program for businesses and teams ready to scale smarter. Let’s help you build your own revenue engine.
