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.
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Take Your Team from Meaning Well to Meaningful [VIDEO]
Everybody means well, but do your team members really know how they tie to profit on a daily, weekly, monthly, and quarterly basis? Well, you may think they do, but the business research would cause you to pause. When they asked 6,000 employees if they performed in the top 10%, the answer, 90% of the time, was “yes.” Hmm. Something must be off here.
The problem is that people think that their jobs are the things that they do, not the outcomes that they create. For example, a commercial lender thinks, “How much new volume can I bring in?” and so, they’re bringing in low-quality loans. They’re bringing in loans that are not premium-priced and, as a result of this, what they’re missing is that if your bank just picked up 50 of the top 100 next best prospects at premium pricing, two accounts per month for the entire bank would outperform 30 lenders and all the frenetic activity that they have. And it’s not just in lending. That kind of thing happens pretty much throughout the entire organization.
How about if you start today by asking yourself, “How do we get people tied to profit on a daily and weekly basis and have them feel good about how they’re learning to be more aligned?” Because it’s not their fault. Remember, they mean well.
– Roxanne Emmerich
Please watch the video above and share it with your exec team and board.
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