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Profit-based Metrics for Sales Productivity

The assumption that the branch sales force is financially justified on the strength of walk-in traffic is no longer viable in a post-recession market. As retail bankers continue to probe for revenue opportunities in a tight market, many are wrestling with a fundamental question: how can branch staff become strong partners in sales without giving up a service culture? The traditional retail sales strategy relied on the marketing team to drive traffic into the branch, ...

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