On this episode of the BAI Banking Strategies podcast, we talk with Avril Castagnetta, senior manager at Ernst & Young.
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.
Financial institutions are finding that utilizing the tablet can provide a big boost to the sales process.
Applying analytics to improving salesforce performance can help boost profitability in commercial banking.
Cross-selling can boost institutional profitability if banks identify the appropriate sales opportunities, improve the customer encounter and monitor training and reward programs.
While growing in the current environment may not seem easy, it can be achieved if banks are willing to reorganize sales processes, take advantage of Big Data and partner with alternative providers.
The web shopping experience is now a key influencer of branch sales and a channel-coordinated strategy will be needed to nurture sales momentum.