Define Goals

Frequently, we see that sales executives ‘want more fee income’ but they aren’t specific about the ‘more’. We recommend setting specific conditions of satisfaction for the initiative.

The conditions can include:

Sales activity and focus

• Number of calls to discuss Treasury Management issues
• Number of opportunities identified and noted in CRM software
• Number of referrals to Treasury Management (total or with specific product emphasis like payables or commercial card)
• Quality of referrals to Treasury Management (TMOs grade incoming referrals in a pre-determined scale)

Cash Management fee income

• Total annualized fees
• Recurring vs. non-recurring fees

Deposit dollars

• Total deposit dollars
• Mix by type
• Interest costs
• Sources by industry or business type