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Using customer data at the point-of-sale with eligibility analytics can help banks implement a simpler and more efficient sales process.
Affluent customers can’t pay for the entire flight; instead, a high-volume sales effort to mass market consumers is critical in covering the fixed costs of retail banking.
Successful cross selling requires a cross-functional team approach that is led by marketing but includes customer service, sales, executive leadership, and information technology.
As customers gradually migrate from branch transactions, branch employees need to do a better job of cross-selling those that remain.
Now that the branch sales force can no longer be financially justified on the strength of walk-in traffic, it’s time to embrace profit-based metrics to drive sales productivity.
With the popularity of their industry at low levels, banks need to train and fortify their employees for speaking to unhappy customers.