Bankers are struggling to identify sales leads through effective conversations with customers about their needs. Only 23% of sales leads are employee generated and less than one in 10 sales opportunities are “new” opportunities where the customer was not considering buying before the bank employee prompted them.
Traditional sales identification and conversion techniques no longer meet client preferences. Banks and bankers must evolve to a client-centric approach in their hiring and training practices to make sure they are selecting employees who can maximize sales opportunities and then set those employees up for continued success.
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