April 23, 2024

In January this year, when the Network Management team rolled out a new reward and recognition (R&R) programme, New Revenue Rockstars, for the front-line of Sharekhan, one Relationship Manager (RM) in our Jodhpur branch was super excited.

To participate in the programme, RMs needed to acquire new customers and help those new customers understand their investment and trading options, the risk involved, explain how to buy and sell shares using Sharekhan’s various trading platforms and channels, and finally help them initiate a trade or investment to achieve their financial goal.

Vishal Gehlot in Jodhpur was excited because this is exactly what he loves to do! An RM with more than five years of experience in Sharekhan, he was quick to participate in the R&R programme and in the first quarter of 2024, he helped 28 customers to get started in the stock market and collected new revenue of more than Rs.11 lakh to become the New Revenue Rockstar in season one.

We spoke to Vishal recently to understand what he did differently to emerge as the topper. This is Vishal’s story in his own words.

Internal Communications Team (ICT): How does it feel to be nominated in the Sharekhan Success Stories?

Vishal Gehlot (VG): I am happy to be featured in the prestigious newsletter. It is a very proud moment for me to reach the top of New Revenue Rockstars and through the newsletter I will get to share my success story with fellow Sherus and help them.

ICT: Tell us a little more about your achievement. What did you do differently?

VG: As an RM it is my job to connect with customers and help them to achieve their financial goals by investing/trading in the stock market. To participate in the programme I followed a few basic steps that I have always found useful. I listened to each and every question of the new customers and answered them. I believe if we build relations with customers, then they start trusting our brand and business follows. One thing that I always do and that helped me tremendously this time as well is that I always answered customers’ calls without time barriers and always stayed connected with them. I would also not talk about business every time that we connected. First, I would build their confidence in our brand and organisation.

Also, some Sharekhan tools supported me in building relations with customers, like the wonderful tool RM Gennie, where I found useful information such as fund switches, special days in the life of customers (eg birthday) etc. I also found the names of customers who had been inactive for a long time and that helped me meet and reactivate them. Tracking my talk time with customers was also useful because by increasing my calling, I could reach more customers, solve their problems and activate them in multiple products. Last but not the least, client referrals had a huge impact on my performance because the clients with whom I have good relations shared some references too.

ICT: Did you face any challenges? How did you overcome them?

VG: If we talk about challenges, then time management was most challenging because meetings could happen only after the stock market closed. Plus, I had to also see customers’ convenience. So I would plan properly and schedule all meetings according to customers’ convenience so that they could discuss everything with me without any disturbance. Consequently, many times I would need to meet customers after 10pm. But those efforts bore fruits, as you can see from my record in the New Revenue Rockstars. Also, thanks to these efforts, I am being featured in the Sharekhan Success Stories today.

ICT: Your message to Sherus?

VG: Always cultivate a good relationship with customers and use multiple digital tools that you may already have on your mobile to stay connected. So, always save notes about meetings and share all important updates with clients on a timely basis and start your day with a To-Do list, this will be very useful and positively affect your life. Follow this and we will be together in the next success story.

If you too have a success story to tell, please write to us at priya@sharekhan.com.