Sales Leadership

Here’s a collection of information-packed, research-based articles we invite you to read and share.

Setting Metrics for Treasury Management Sales Initiatives (Part 1)
by Nick Miller

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 … Read more »

Setting Metrics for Treasury Management Sales Initiatives (Step 2)
by Nick Miller

Measure and Report Progress Determine how to measure and report progress toward your Treasury Management sales goals and achievement. Most banks can track and report deposits generated by business development managers, whether they book to a branch or directly to the relationship manager’s unit. Very few are able to track and report the sales activity, … Read more »