Why Most Banks Fail at Cross-Selling—And How the Best Banks Are Tripling Results
Cross-selling isn’t a script—it’s a system. Discover how top-performing banks engineer daily discipline that triples products per customer and locks in loyalty.
When I was working on my graduate studies in organizational development, I learned about the concept of learned helplessness.
What I’ve discovered is that it’s a significant issue. It’s often the reason why organizations don’t become Top Five Percenters™—people become helpless and resigned. Nobody informed me of this, and I didn’t receive training on it. However, I always tell team members that if they’ve been here for more than a week, they should have used the Internet to find out what they need to know. It’s their responsibility to find a solution.
It’s their responsibility to navigate around obstacles. From personal experience, being pulled over by a police officer has taught me that saying “I didn’t see the sign indicating the speed limit” is not a valid excuse. There’s no room for that kind of reasoning. Yet, in the workplace, people often believe that their excuses should absolve them of responsibility. There are only two kinds of people: those who live in learned helplessness, constantly explaining why things can’t be done and viewing themselves as victims of their circumstances, and those who rise to the challenge, committed to figuring things out and taking responsibility.
I am dedicated to finding out what matters and will put in the effort to get it done. You need people in an organization who are committed to overcoming learned helplessness, those who strive to be among the top 5% and contribute positively to the team.
To your continued success,
Roxanne Emmerich
Please watch the video above and share it with your exec team and board.
Cross-selling isn’t a script—it’s a system. Discover how top-performing banks engineer daily discipline that triples products per customer and locks in loyalty.
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