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Branch Sales Productivity: Four Keys to Improvement

In a crisis era for branch sales, banks need forward-looking strategies that can anticipate changing conditions, accommodate local markets and adapt to a multi-channel climate. One of the most important management challenges in retail banking today is the crisis in branch sales effectiveness. Across the industry, executives are keenly aware of ongoing declines in branch customer traffic, sales volume and staff sales productivity, yet frustrated in their attempts to stabilize the business. Is there a better way? So far the industry has pursued three main avenues of response, but each has proved problematic. Calling and lead management programs have proved ...

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