A financial service provider's sales organization is the central profit driver. That's why it is crucial to adapt the sales organization to market requirements, based on a detailed knowledge of the customer base to enable the targeted implementation of operational measures. zeb/ helps banks to identify sales opportunities and risks and derive practical alternatives that boost sales.
We use zeb/check.sales to help you identify issues and customer groups with high earnings potential. We scrutinize your sales activities to identify the structural and operational strengths and weaknesses of your sales departments. We also analyze aspects of the overall framework, such as strategic orientation/positioning, sales culture, sales management system and campaign management. The zeb/check.sales is a several-stage process:
- We initially analyze the status quo by conducting explorative interviews with staff and performing intelligent data analyses.
- The as-is analysis results are then checked off against the zeb/requirements for a modern retail bank.
- Using comparisons over time and zeb/benchmarking, we then systematically analyze and evaluate all of your sales organization's strategic operating areas (sales strategy, customers, products, sales channels, support processes, management/control and sales management).
- Based on our analysis, we team up with you to define the strategic and operational actions which are necessary to achieve the target scenario of a successful retail bank.
- At the end of the check, we incorporate the defined actions in a catalogue of measures which are prioritized according to time and profit criteria. This catalogue is the basis for your annual project plan.
- If necessary, we can also perform a long check which covers all structural areas of the sales organization, or examine individual prioritized elements such as support and management.