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Transforming Retail Sales Force Economics

To revitalize branch sales and solve over-staffing issues, banks will need improvements in metrics; goals and incentives; capacity management; and proactive selling. One of the major questions in retail banking is how to optimize the branch sales force, which has been hit by a triple whammy of declining product demand, declining branch traffic and declining product profitability. As measured by daily sales units, branch sales productivity has fallen by roughly a third in recent years. ...

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