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Tactics for improving sales performance in branches should include tracking sales performance by branch, establishing market-based goals for each location and staffing based on those sales goals.
To improve sales to small businesses, bankers need to make sure they’re calling on the right prospects and handing off the sales process to the right units.
Cross-selling can boost institutional profitability if banks identify the appropriate sales opportunities, improve the customer encounter and monitor training and reward programs.
Given the continuing importance of branches, improving the sales culture and technology in those branches needs to be a priority.
The web shopping experience is now a key influencer of branch sales and a channel-coordinated strategy will be needed to nurture sales momentum.
As banks renew their focus on middle-market lending, they may need to take a closer look at existing sales management and processes.