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Slash or Transform Retail Distribution?

Banks that under-invest in a multi-channel future do so at considerable risk. New strategies are needed to balance branch cost reduction with distribution innovation.

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Multi-channel M&A: Where do Branches Fit?

To grow in a market that is only partially recovered, commercial bankers will need a set of focused initiatives that match strengths with select opportunities. As with other banking lines of business, much of the commercial opportunity for 2012 centers on gaining market share.

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Back to the Drawing Board for 2012

As banks gear up for 2012, the problem is not just overcapacity, but obsolete capacity. Deeper cost cuts must fit within a larger plan to rebuild the business.

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Avoiding a Sales Productivity Crisis

Will branch staff cuts exacerbate the revenue crisis in retail banking? Much hinges on sales productivity. Leading banks are using four levers to meet the challenge.

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Overemphasis on Coaching Kills Sales at Bank Branches

Novantas recently surveyed banks about how branch managers spend their time and found that banks whose managers spend more time on direct selling than on coaching outsell other banks by more than 30%.