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Avoiding a Sales Productivity Crisis

With its recent announcement of 30,000 job cuts, Bank of America Corp. has fired the opening shot in an industry campaign for deep cost reduction in retail banking. Going into 2012, many other revenue-starved banks likely will slash branch staff as well, given the almost 40% profit decline in retail banking. But aggressive contraction reintroduces an age-old problem, which is how to generate equal or greater branch sales volume with a smaller team. It gets ...

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