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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.
As banks increasingly reorient their tellers from transactions to sales, executives must also think through the strategic implications of this shift.
Using customer data at the point-of-sale with eligibility analytics can help banks implement a simpler and more efficient sales process.