Selling the Sales Environment

Ask 50 bankers to define a bank’s sales culture and chances are you will get 50 different answers. There is not one definition for the phrase; it is a rather fuzzy concept that is often loosely defined as the latest sales fad or initiative. The descriptions will be...

Success through selling the sales environment

In an effort to drive revenue, banks continue to place inordinate time and attention on improving sales culture. Experience shows this effort often ends up fruitless and yields disappointing results. Wells Fargo’s toxic sales culture mentality and the phantom account...