Banks that spend too much time worrying about sales culture should instead focus on guidance, support and communication.
Bankers can boost their own productivity by learning from the sales focus and culture found in leasing companies.
Moving from a balanced scorecard to a sales incentive approach to compensation can help banks improve sales performance.
Successful cross selling is the closest thing in banking to a ‘secret sauce’ for profitability, but it isn’t easy.
As bank branches move from transactional hubs to sales centers, financial institutions need to focus more on hiring bankers who possess both the ability and desire to sell, say BAI Retail Delivery 2014 panelists.
Improving organic sales growth requires delivering an omnichannel experience for customers, particularly during the onboarding process.
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.