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Overemphasis on Coaching Kills Sales at Bank Branches

My firm recently surveyed banks about how branch managers spend their time. The survey covered more than 13,000 branches. The punchline: Banks whose managers spend more time on direct selling than on coaching outsell other banks by more than 30%. The details get more interesting. The bank that recorded the highest percentage of time on direct selling by managers outsells the average by a good 50%. In average-size branches, this bank’s managers allocated 40% of ...

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