Increasing Sales Productivity
VP, Customer Solutions, Lattice Engines
Senior Vice President, Small Business Sales Performance, Bank of America
Many banks are increasing banker account loads and production expectations to reduce cost of sales. Have we reached the point we are squeezing water from stones? What are the next group of strategies for increasing team member productivity? What needs to change in the way we manage sales - monitoring activity and performance, coaching, and guiding sales team members with software and analytics so that they focus their attention on the customers and prospects who are most likely to generate significant revenue?