Setting Metrics for Treasury Management Sales Initiatives (Step 2)

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, quality, or referrals for cash management services. This is critical for coaching as well as for seeing behind the numbers at a senior management level to understand what’s happening.

Measure and Report Progress Table 2For most banks, this means that “manual tracking and reporting” through spreadsheets or other methods will be required for six to twelve months or longer until they modify standard call reporting, sales tracking, and general ledger systems.


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