Branch Sales Force Effectiveness in Retail Banking
With the popularization of the Internet, conventional wisdom held that bank branches would become expensive and redundant relics. But savvy banks are transforming branch transactions into supplemental sales – a critical step in the path to customer profitability, and answering demand for the 50% of customers that prefer branch offices to automated channels.To capitalize on the investment in branches, it is critical that branches are provided with the capability to gain two key insights: customer knowledge and sales productivity. Customer knowledge and insight must be distributed to the branch level and branches must be empowered to sub-segment and act upon it. To improve sales productivity, banks must develop the ability to balance and define the relationship between measures of sales results and sales activity.
Banks have deployed Customer Relationship Management (CRM) systems to enable the sales force to be more productive, but they do not provide the analytic insights needed to exploit this data. Spotfire DXP leverages the insight and knowledge locked away in the captive CRM data and provides the tools to segment and target your leads to focus on the best opportunities.
Competing on analytics means, stop managing branches as a service cost center and start managing and measuring branches as your most important sales channel.
With Spotfire DXP, you gain immediate visibility into branch sale performance and efficiency, market share, changes in markets, sales force performance, and your target customers. Integrating external market data with internal data, such as sales data from SAP® and sales force activity data from Siebel®, allows you to quickly drill into sales, competitor sales, relative market share, changes per product, performance by territory, and more. Dynamic hierarchies and dynamic expressions let you understand relationships in your data that your CRM system cannot deliver.
- Direct your sales force and campaigns to your highest value prospects and customers
- Spot top- and bottom-performing sales reps and branches in absolute terms and against goals
- Measure sales productivity by sales person and branch through analysis of CRM data.
- Detect outlying data points and drill down to sales rep, channel, or product detail
- Segment your targets uniquely for each campaign
- Provide branches with access to MCIF (marketing customer information file) data for targeting
- Integrate with Siebel® and other CRM to quickly turn insights into actions.
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