Past conferences
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Strengthening sales through smarter strategies
Overview
Banks throughout Europe are under constant, relentless pressure to boost sales to achieve their next quarterly or annual targets. The key challenges include:
• Intense competition – This has been exacerbated by the credit crunch and by limitations on what can be sold. Banks must use much smarter strategies that help them to approach customers at the right time (using CRM software or other tools).
• The need for new approaches – Banks need to try different channels and support mechanisms. New approaches include mobile sales forces who will meet people in the workplace. Previously, these targeted High Net Worth Individuals, but they are now being used for the middle market as well.
• Cleverer customers – People increasingly use the Internet to ‘shop around’ for the best prices – especially for high value products such as mortgages and investment products.
Key issues
The event will include a pre-conference workshop and at least two interactive sessions. The conference will take a practical, in-depth look at the main issues involved in boosting sales performance levels. These include:
• Motivating the sales force – Recruiting the most effective sales people; introducing better remuneration and reward systems; better performance tracking, sales training and coaching.
• Improving sales strategies – Providing leadership; using sales performance management systems; driving sales through non-branch channels; developing ‘sales boost’ programmes; using best practices to generate leads and transform them into sales.
• Responding to customer needs – Allocating sales resources to different customer segments; building customer satisfaction into sales objectives; adapting the sales process to meet new customer demands.
- WORKSHOP
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Pre-conference workshop
Wednesday 12 November 5:30 - 7:30 p.m.
Cross-channel sales management
Banks are looking to increase the sales contribution of direct channels. However, they face a number of complex integration issues. How should leads be allocated across channels. Should the branch always get the best leads first? What kind of targets should be set for remote channels? How should sales reward be allocated across channels. Should the branch benefit fromother channels’ sales to its customers?
This workshop, hosted by Finalta and based on ongoing Efma / Finalta research, will be a forum for practitioners to compare practices, experiences and issues.
To register for this pre-conference workshop please send an email at dorothea@efma.com.
