Banks that spend too much time worrying about sales culture should instead focus on guidance, support and communication.
Rather than just focusing on cost-cutting in their branches, bankers need to improve the performance of their branch workforce through predictive analytics.
Retail banks must start preparing now for local branch sales in a digitally-eroded environment – and universal bankers are not the answer.
Despite the stereotypes of Millennials going all-digital for their banking needs, jumping to conclusions about generational change can lead bankers astray, according to BAI Research.
Crossing selling effectively is difficult, as every banker knows, but following six key techniques can help you improve the odds.
Cross-selling can be effective if bankers put the right metrics in place, change behavior of sales staff, align incentives, re-focus on customer needs and eliminate policies that get in the way.
Embedded analytics within a structured sales process can help banks offer personalized products, services and resources to customers.
As branch transaction activity shifts to alternative channels, the decision framework for branch consolidation needs to shift more solidly to sales.