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Turning managers into sales coaches is the key to effective sales performance on the branch frontline.
Consultant Kevin Hoffberg says building a high-performing sales culture in banking requires athletic-like focus and determination.
The recent financial crisis opens the door to more cross-selling by banks but also presents some new challenges.
To boost sales, bankers need to look to the factors that really drive sales.
Consumers overloaded on debt and banks helped contribute to their addiction. It's time to migrate from a transactional to a relationship focus to help families restore their balance sheets.
Effective customer relationships mean letting the customer control the interaction.