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Sales Staffing: Managing the Extremes to Boost Productivity

The best places to start with sales productivity enhancements are at the market extremes, both low- and high-traffic, where capacity misalignment is the greatest. As retail banks move into 2013, they face continuing challenges in growing revenues while further reducing costs, raising serious questions about sales productivity. There is substantial pressure for immediate improvement, driven by the combination of soft demand, compressed margins and shifting customer preferences for remote channels. Between 2005 and 2011, we estimate that there has been a more than 50% decline in average new revenues generated by each sales representative. There are many factors that need ...

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