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Commercial Sales Productivity: Four Keys to Winning Market Share

A concerted effort will be needed to strengthen the sales function in commercial banking, which is still overly reliant on the individual efforts of relationship managers. Although loan demand is rising in commercial banking, there still is an urgent need for growth. Margins remain weak in a low-rate environment, and fee-based businesses are mostly plodding along. How will players meet their profit goals for 2012–2013? The answer largely comes down to winning market share. But ...

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