The industry slowed the focus on selling to existing customers in 2017. On average, the rate of cross-sell was down close to 10% from 2016’s high of 17.2 asset or liabilities products sold per every 1,000 consumer households.
Banks saw large declines in both acquisition of new consumer households and in the effectiveness of selling products during 2017 – down over 4% each. Dive into the details
While balance origination per branch was essentially flat year-over-year (< 1% increase), dollar productivity increased 1.5% due to a drop in FTE. Dive into the details