What stands in the way of more sales?
Submitted by kneufeld on Fri, 09/21/2012 - 16:40Financial institutions have strategies and plans for almost every part of the business. They have marketing plans, IT infrastructure plans, plans for how much risk they will tolerate, and plans for what they will do if a disaster strikes. Most of these plans are very detailed and well thought out. Unfortunately, when it comes to the sales plan - the plan on how their teams will cross-sell products and services to existing clients - many financial institutions are woefully unprepared.