Jerry Bradley
Oct 18, 2019

In an effort to drive revenue, banks continue to place inordinate time and attention on improving sales culture. Experience shows this effort often ends up fruitless and yields disappointing results. Wells Fargo’s toxic sales culture mentality and the phantom account scandal represent a textbook case of the consequences financial institutions can face. For starters, definitions of “sales culture” are […]

Recruiting is a big problem for most banks and financial firms.

Read More

It’s a common belief that banks should implement social media with the sole purpose of making a sale online.

Read More

A typical community banker would have you believe that they have built great relationships with their customers.

Read More

Managing a decentralized branch network presents challenges for banking executives.

Read More

There’s no such thing as a field of one’s own in commercial lending.

Read More

In the past two years, banks have focused on building their equipment finance and leasing groups.

Read More

How should banks compensate sellers? Sales vice presidents want simple and motivational plans with upside potential to attract and retain the best talent and to grow the top line.

Read More

Years ago, I was trying to set up a meeting with the head of a small business group at a top five bank.

Read More

With banks increasingly underscoring the importance of sales, more institutions are rethinking how they identify, attract, hire and retain the next generation of employees required to handle the expectations and needs of consumers, say panelists at the upcoming BAI Retail Delivery 2014.

Read More

As competition heats up from the likes of Walmart, PayPal and other shadow banking organizations, financial institutions need to improve customer engagement in order to increase wallet share, customer acquisition and retention.

Read More