The skills to make Bank-at-Work succeed aren’t hard to implement—but require focus, dedication and commitment.
Now that the branch sales force can no longer be financially justified on the strength of walk-in traffic, it’s time to embrace profit-based metrics to drive sales productivity.
With the popularity of their industry at low levels, banks need to train and fortify their employees for speaking to unhappy customers.
Will branch staff cuts exacerbate the revenue crisis in retail banking? Much hinges on boosting sales productivity from the remaining employees.
Umpqua executive Colin Eccles explains how his bank’s ‘universal associates’ handle both sales and service in the branches.
A real-time decision hub can personalize offers and seamlessly transition from the sales to the fulfillment process.
Effective execution in terms of pricing, customer data analysis and servicing followup separates the winners from the also-rans in successful cross-selling.
Predictive selling helps boost cross-sale ratios by utilizing customer data in real time to inform the selling relationship.