Sales Development

A generation of commercial bankers is rapidly moving toward retirement. What steps does the industry need to make to lessen the impact of this impending talent crunch?

Banks are great at measuring all sorts of things, but which metrics are helping them improve performance and which ones are just ... trivia? ​ A look at where commercial banking metrics often go awry.

How can your bank keep the competition from raiding your deals? And are the processes your bank puts in place to guard against bad deals actually doing more harm than good?

Revisiting an oldie-but-goodie topic. Banks spend a lot of time and effort on "setting" the price they want for each commercial deal. But do they "get" the price they set? And if not, then why?

The finale of our series on relationship profitability at selected banks looks at Bad Apple Bank, where a lot of good work on a lot of relationships is being undone by a few big mistakes.

Every bank says it's a "relationship bank," but their actual relationship profitability often looks quite different. We share some of those stories, as well as ways they can improve performance.

PrecisionLender recently invited top bankers from around the country to share their views on where things stand right now in the commercial industry. Here's a recap of that conversation.

Former BankOnPurpose keynote speaker Bob Moesta talks about his book on demand-side sales, and how its principals can be applied by commercial bankers.

Commercial banks are out of survival mode and have at least grown accustomed to life with COVID-19. There’s time now for them to ask “Okay, what’s next?” We discuss some options in this episode.

How much concern should commercial banks have about RMs "going rogue"? And what's the right way for banks to ensure their RMs follow guidelines but also don't feel overly monitored and restricted?

What has this current financial crisis revealed about the struggle to hire and keep talented commercial RMs? And what skills are needed for the difficult workout conversations that lie ahead?

Should bankers look at 2008 when grappling with their current challenges? That discussion, as well as tips for bankers navigating these uncertain times, is in this week's Purposeful Banker podcast.

Having a hard time adjusting to working remotely? Dallas Wells has got you covered. He shares his insight into how bankers can effectively work from home.