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Double Your Branch Sales!

Double Your Branch Sales!

This report provides you with a practical, fully integrated view of the different techniques that can be adopted to increase sales through traditional banking channels.

This new practical report, written by leading authority Sandy Vaci, examines traditional channels and looks at how to integrate elements such as capacity planning, sales training and leading indicator-based tracking to increase sales. It addresses the use of additional complementary channels such as branch agents and explains how to set up and run a network of sales agents. The report provides you with innovative approaches and is packed with insightful case studies, templates, checklists, work-through samples and benchmarks that will help you implement these strategies and double your branch sales.

Information you can put to immediate use

  • The knowledge that you need to improve your branch sales using existing channels
  • A detailed overview of the various elements required to increase branch efficiencies such as strategic planning, training and processes to overall management
  • Explains how to build on branches with additional complementary channels such as branch agents and a sales agents network
  • New but tested ideas and suggestions to integrate different practical approaches
  • Checklists, benchmarks, 'how to' templates, work-through samples and table

Who should buy this report

This report is an essential reading for senior executives with a revenue focus working in retail banking, technology solutions companies and the public sector. In particular this report should be read by :

  • CEOs
  • Retail Banking Heads
  • Sales Directors
  • Channel/Distribution Heads
  • Marketing Directors
  • Strategic Planning
  • M&A Directors
  • Consultants to the Retail Banking Sector
  • Business Development Heads
  • Customer Relationship Management
  • Sales Managers
  • Media and Business Professionals interested in the latest Retail Banking Trends
  • CONTENTS
  • Introduction
    • Abbreviations
    • Acknowledgements
    • Executive Summary
  • Chapter 1 BACKGROUND: THE CASE FOR SALES EFFICIENCY,
    • AN INTEGRATED APPROACH AND THE BRANCHES
    • Sales Efficiency
    • Longitudinal Integration
    • Cross Functional Integration
    • Branches
    • Conclusions
  • Chapter 2 BRANCHES: INTEGRATED APPROACH TO BOOST
    • EFFICIENCIES
    • Location Selection
    • Macro criteria
    • Micro criteria
    • Macro scorecard
    • Population base
    • Catchment potential
    • Size of target segment
    • Value of prospect base
    • Current market share
    • Competition
    • Revenue per staff
    • Expense per staff
  • Premises
    • Layout
    • Design
    • Meeter / greeter function
    • Blocked off areas
    • Self service
    • Teller / cashier
    • Consultative selling
    • Involved discussion areas
    • SME segment
    • Premium segment
    • Proactive sales activity
    • Customer needs
    • Processes
    • Staying a branch
  • Results to Be Expected
    • Alignments Needed
    • Business objectives
    • Target segments
    • Annual plans by division / department
    • Activity plans
    • Cross functional sales processes
    • Cross functional capacity planning (case study)
  • Components of Sales
    • Organization
    • Management
    • Processes
    • Skills
  • Integrated Approach to Boost Efficiencies
    • Business level
    • Operational / support level
    • HR level
  • Capacity Planning
    • Definitions
    • Capacity measurement
    • Capacity reallocation
  • Training
    • Overview
    • Basic selling skills
    • Proactive selling
    • Sales management basics
    • Product knowledge
    • Management and people skills
    • Advanced modules
  • Sales Planning, Objective Setting
    • Sales planning within overall sales management
    • Alternative approaches
    • Planning for objectives
    • Information collecting
    • SWOT analysis
    • Target segments
    • Agreeing objectives
    • Communicating goals
  • Sales Management
    • Branch action plans
    • Individual sales action plans
    • Other elements
    • Referrals
    • Follow ups
    • Sales meetings
    • Daily huddles
    • Weekly one-on-ones
    • Weekly branch meetings
    • Monthly branch meetings
  • Sales Processes
    • Reactive processes
    • Proactive processes
    • Contact selection
    • Session preparation
    • Conduct session
    • Follow up
    • Analysis
    • Cross selling
    • Process differences by segment
    • Premium customers
    • SME clients
    • Watch outs
  • Tracking and Rewards
    • Tracking
    • Balance scorecard components
    • Business results
    • People management
    • Service quality
    • Control items
    • Financials
    • Reward systems
    • Variable compensation
    • Key criteria
    • Executional elements
  • Other Enablers
    • Organizational set up, management support
    • Operational processes and capacity
    • Marketing support
    • Channel integration
    • IT support
  • Case Study / Benchmarking: Integrated Sales Boost Tests
    • Test 1: Set up, results
    • Test 2: Set up, results
  • Appendices
    • A) Sales diagnostic kit
    • B) Activity tracking tool for capacity measurements
    • C) SWOT analysis, sample questions
    • D) Scripting and sales scenario planning workshop
    • E) Cross selling templates
    • F) Balanced sales scorecard design
  • Chapter 3 BRANCH AGENTS: BRANCH AGENTS NEAR SOURCING
  • TO LOCAL ENTREPRENEURS
  • Definitions
    • Different Concepts
  • Benefits
    • To the Bank
    • To the Agent
    • To the Consumer
  • Control
    • Start Up Support
    • Overview
    • New vs. existing locations
    • Interest free loan
    • Promotional budget
    • Rent subsidy
    • Training
    • Salary
    • Financial impact
  • Location
    • Premises
    • Size
    • Appearance
    • Layout
  • Products
    • Services
    • IT Support
    • Organization
    • Staging the introduction
    • Organizational level of agents
    • Integration, reporting
    • Support functions
    • Recruitement
  • Training
    • Risk Management
    • Control and Audit
    • Legal / Regulatory
  • Contract
    • Overview
    • Duties and authorized activities
    • Exclusions
    • Remuneration
    • Scope of contract
    • Commission
    • General design
    • Commission structure
    • Upfront
    • Ongoing
    • Fixed
    • Variable
    • Mixed
    • Capped
    • Progressive
    • Key questions
    • Knock out criteria
    • Sample commission structure
  • Financials
    • Implementation
    • Recap
  • Chapter 4 SALES AGENTS: SINGLE MINDED FOCUS ON ACQUISITION
  • EFFICIENCIES
    • Overview
    • Definition
    • Different Concepts
    • Benefits
  • Case Studies / Benchmarking
    • Case study I
    • Case study II
  • Products
    • Number
    • Types
    • Additional offers
    • Product sales process
  • Services
    • IT Support
  • Other Support
    • Start up
    • Marketing
    • Training
    • Premises
    • Sales
  • Control, Risk Management, Audit
    • Organization
    • Sales agents
    • Team leaders
    • Senior team leaders
    • Roles and responsibilities
    • Support team
    • Career progression
  • Training
    • Start up training
    • Ongoing training
  • Recruiting, Dismissals
    • Recruiting process
    • Success factors
    • Dismissals
  • Contract
    • Remuneration
    • Upfront commission design
    • Sales expectations
    • Sales verification
    • Knock out criteria
    • Starting up
    • Commission structures
    • Sales agent
    • Team leader / senior team leader
  • Financials
    • Implementation
    • Recap
  • Appendices
    • A) Prospect contact rules
    • B) Sample sales agent contract
    • C) Sales agent "Handbook"
  • Chapter 5 OTHER APPROACHES: INNOVATIVE BEST PRACTICES AND
  • GLUE ELEMENTS
    • Overview of Non-Traditional Ways
    • Local trade area segmentation
    • Local marketing tool kit
    • Customer Relationship Management
    • Mergers and Acquisitions
    • Service Quality
    • Eliminating objective setting
  • Overview of Glue Elements
    • Organizational set up
    • Alternate (remote) channels
    • Alliances
    • Pricing
    • Business reviews
  • Local Trade Area Segmentation
    • Wealth / life stage model
    • Central development
    • Local application
    • Examples (1, 2, 3)
  • Local Marketing Toolkit
    • Content
    • Segmentation
    • Activities
    • Executional approaches
    • Forms
    • Samples
  • Customer Relationship Management
    • Definition
    • Key issues
    • Benefits
    • Alignments needed
    • Architecture
    • Case study
  • Mergers and Acquisitions
    • Checklist
    • Strategy fit
    • Marketing / sales review
    • Customer base
    • Prospect base
    • Intermediary contacts
    • Brand strength
    • Marketing infrastructure
    • Distribution / service channels
    • Credit risk / lending products
    • Savings / deposit products
    • Personnel
    • IT / other
  • Customer Service Quality
    • Defining benefits
    • Examples 1, 2,
  • Eliminating Objective Setting
    • Organizational Set Up
    • Principles
    • Retail banking sales organization
    • Key enablers
  • Alternate / Remote Channels
    • Overview
    • Roles, evolution
    • Challenges
    • Addressing the challenges
    • Channel integration
    • Sales / service balance
    • Positioning new channels
    • Call centres
    • Internet banking
  • Alliances
    • Basic principles
    • Case study
    • Case study
    • Local contracts
  • Pricing
    • Truths and myths
    • Types of pricing
    • Relationship pricing
  • Business Reviews
    • Key steps / items
    • Market scoping
    • Target segments
    • Products
    • Sales / service channels
    • Long term marketing
    • Reasonability tests
    • Closure
  • Appendices
    • A) CRM architecture: business requirements
    • B) M&A evaluation guidelines
    • C) Service standard definitions and measurements Branches
    • D) Service standard definitions and measurements Call Centres
    • E) KPI list
  • List of Figures
    • 1. Active sales time as a percentage of total sales time comparison of management estimates and wishes to reality
    • 2. Banking industry's efficiency vs. other industries
    • 3. Key barriers to higher productivity
    • 4. Sales effectiveness before, during and after sales calls
    • 5. Productivity gap how extra time for sales does not create a corresponding increase in sales appointments
    • 6. Channel usage for retail bank transactions
    • 7. What is the ideal branchresearch results
    • 8. Can traditional retail design be applied to branchesresearch results
    • 9. Integrated approach to boosting branch sales results
    • 10. Sales efficiency cycle
    • 11. Sales management cycle
    • 12. Branch action planning template
    • 13. Sample branch activity calendar
    • 14. Individual sales staff action planning template
    • 15. Sales results tracking template
    • 16. Sample contact follow up chart
    • 17. How cross selling can lead to acquisition increases case study results
    • 18. Key barriers to higher productivity (repeat of Figure 3)
    • 19. Sales call scenario planning exercise
    • 20. Organization structure for integrating sales agents
    • 21. Sales agent recruitment process
    • 22. Wealth / life stage segmentation model
  • List of Tables
    • 1. Branch break even and payback benchmarks
    • 2. Cross functional sales process sample
    • 3. Sales capacity allocation model
    • 4. Percentage of sales compensation as variable compensation international comparisons
    • 5. Results of an integrated sales boost pilot and its expansion
    • 6. Sales diagnostics checklist
    • 7. Sample form for measuring sales capacity
    • 8. Procuct cross selling template (whom to target with what offer)
    • 9. Sales agent test results benchmarking I
    • 10. Sales agent test results benchmarking II
    • 11. Sales network dynamics efficiency reviews
    • 12. Sales agent commission structure hurdle rates
    • 13. Eliminating sales objective setting review
  • Case Study References
    • 1. Cross functional capacity planning and issues
    • 2. Sales boost test without full integration
    • 3. Sales boost test with fully integrated approach
    • 4. Sales agent results in test setting
    • 5. Sales agents in a national network, ongoing set up
    • 6. Three examples of using trade area segmentation model to define branch level objectives and activities
    • 7. CRM / SFA implementation learnings
    • 8. Defining service quality benefits I
    • 9. Defining service quality benefits II
    • 10. Defining service quality benefits III
    • 11. Building alliance deals North America
    • 12. Building alliance deals Europe
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