Today I was working on some updated guidelines for a bank's out-of-the-bank sales calling and contacting program. This client bank, an excellent bank and one of the best managed and top performing banks in his state and region, still faces the challenges many banks face of maintaining a constant, consistent, and effective sales contacting presence in the community.
Why is that? Is it time...or the need for better time management by his staff...or the need to set calling and contacting quotas....or something else? It could be one or more of these, or the challenge could be there for a variety of other reasons. In this particular bank's case, the CEO has wisely taken the time to really look closely at his staff to ascertain the things his particular staff needs to do to achieve the results his bank wants. And the bottom line is that it is really beginning to work! We are privileged to work with him and his staff in this effort.
How closely are you examining your staff to determine the specific things it needs to do in your calling and other efforts? Every bank, every staff is as unique as a fingerprint. There are no canned solutions. But the solutions are there to be found, and those solutions may be solutions that are unique to your bank. That's one of the exciting challenges banks face. And the solutions are even more exciting than the challenges! It may be to use quotas...it may not. But whatever it is, if its right for your bank, the desired results will likely follow.....
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