The speed and extent of change in branch activity are unprecedented.
To keep pace and promote successful branch transformation, retail banking leaders need comprehensive branch productivity and sales benchmarks and dynamic tools to translate these benchmarks into action.
SalesScape is an innovative benchmarking platform, drawing on a database of over 17,000 branches and growing, across 20+ banks in North America. The intuitive platform is designed to improve the speed and depth of branch productivity and sales diagnostics, providing bankers with easy access over 100 online reports and views relative to peers and within their own branch networks. The online platform is also part of a comprehensive program that provides ready access to Novantas productivity and sales effectiveness experts and an industry forum for discussing challenges and best practices.
Identify opportunities to redeploy staff, change the branch workforce structure and increase efficiency.
Improve revenue generation
Refine sales and account opening practices to focus on targeting the right customers, better capitalize on walk-in traffic, and deploy sales staff based on market opportunity.
Augment and improve decision-making
Create more accurate goal expectations based on competitive performance in similar markets, re-calibrate staffing models, and set realistic performance targets.
TRANSLATING BENCHMARKS INTO ACTION
Annual branch performance assessment conducted by Novantas productivity experts. Includes detailed report outlining current performance relative to industry benchmarks and a working session with Novantas.
Cloud-based software for accessing branch performance data, bank comparisons and benchmarks. Features 100+ standard reports, a custom analytics module, a customizable dashboard, and integrated mapping technology.
Bi-Monthly surveys and executive calls to discuss shared challenges, best practices, and evolving needs with peers and Novantas experts. Includes peer networking facilitation, an annual in-person meeting.
- Teller productivity
- Sales productivity
- Sales production
- Return on sales force
- Household acquisition
- New-to-bank product cross-sell
- Cross-sell to existing households
- Conversion ratio
- Portfolio product penetration
- Product and household attrition
- Business acquisition
- Deposit penetration
- Loan penetration
- Services penetration
- Product and business attrition
Average branch-based product portfolio balances have grown 8.5% in the last two years, with savings/MMA/HSA and checking accounts growing close to 12.5%. Dive into the details
The number of consumer accounts per branch has grown 3.6% from 2015 to 2017, with checking accounts now representing close to 49% of all branch accounts. Dive into the details
The industry slowed the focus on selling to existing customers in 2017. On average, the rate of cross-sell was down close to 10% from 2016’s high of 17.2 asset or liabilities products sold per every 1,000 consumer households.