Van Lanschot Kempen (Europe – Finance)
A 300-Year-Old Bank Reinvents Its Sales Culture
The Shift
Their 300-year legacy needed a modern edge.
Van Lanschot Kempen (VLK), one of the oldest independent financial institutions in Europe, recognized that legacy alone wouldn’t lead their next chapter. They needed a structured, intentional sales culture, something they’d never fully codified before.
We Designed, Built & Equipped
VLK engaged Sales Engine to help establish a new way of selling—and ultimately, a new way of being.
We built a custom Sales Toolkit, more than 100 pages deep, outlining the expert-level moves, behaviors, and disciplines that would redefine how their teams engaged with clients, approached the market, and recruited top talent.
This wasn’t just about sales, it was about cultural transformation at scale.
The Full Story
“VLK was founded in 1737, and almost 300 years later Sales Engine was brought in to help VLK build a sales culture…a ‘way of selling’ and a ‘way of being.’
This work is ongoing, but the early results are compelling. The company is experiencing powerful change as this culture takes hold, partially thanks to the 100+ page ‘Sales Toolkit’ that describes the expert moves that VLK must learn to be the leader in their industry.
As a result of this Toolkit, leadership is seeing more efficiency, more consistency, and more opportunity. Together, we have helped change their approach to the market and their clients, as well as how they acquire talent.”
Their Transformation
- Codified their first institutional sales culture through a bespoke Sales Toolkit
- Shifted from legacy-based engagement to a modern, value-based sales approach
- Enhanced consistency and efficiency across client-facing teams
- Elevated talent acquisition by aligning hiring to cultural values and sales expectations
- Leadership alignment around sales performance as a measurable, coachable discipline
- Repositioned a 300-year-old institution for modern growth
"Almost 300 years in business, and still evolving."
Want to See What Sales Engine Could Do for Your Team?
If you’re ready to move from inconsistent sales efforts to a culture of confident, high-performing sellers, let’s talk.