In today’s challenging environment—where RMs are managing large books of increasingly sophisticated clients—commercial banking executives are looking for the best ways to unleash the performance of their sales force. In this session, Joanne Pollitt, Principal Executive Advisor of CEB, now Gartner will share research findings and why banks should invest in customer interaction, supported by process and examples of what banks must improve in customer-RM interaction.
Aligning Your Bankers' Self-Interests
Why are the toughest competitors for a commercial deal sometimes working at the same bank? And how can you ...
Measuring RM Performance: Proving Impact & Dispelling MythsGet the report ››
The Pain of Selling New Bank Products
Why do banks sometimes struggle to sell new products? Where are the pain points in their processes? And what do they need to do differently to ensure that new products lead to new revenue streams?
7 Habits of Highly Successful Relationship Managers
Wondering what separates the best relationship managers from the rest? Bank sales training guru Ned Miller provides his list of the habits all top RMs share.
Winning Tactics of the Top Commercial RMs, Part 2
What separates the best commercial relationship managers from the rest? A look at how top RMs deliver tangible value, act as trusted advisors, and find ways to outmaneuver the competition.
Talent Challenges in Commercial Banking
How are banks doing in recruiting commercial lenders? Why are incentive plans still an unsolved issue? Discussing the results from the latest Bank Director Annual Compensation Survey.
Winning Tactics of the Top Commercial RMs, Part 1
Why is it that top commercial relationship managers win deal even when they're not offering the lowest rate? Learn the tactics that separate the best RMs from the rest.
Aligning Your Bankers' Self-Interests
Why are the toughest competitors for a commercial deal sometimes working at the same bank? And how can you align your commercial bankers so they're working toward the same goals with each customer?
Building Your Commercial Bank Around Relationships
Commercial banks may talk about being relationship-based in their sales, but are they set up to execute that strategy? And is relationship-based banking a high enough priority?
Is Your Commercial Bank Truly Relationship-Based?
Relationship banking is a concept that's very important to commercial banks, but are they actually delivering the type of personalization and customer experience their clients expect?
Attracting and Building A Rock-Solid Team
Mikey Trafton, BankOnPurpose 2018 Speaker, joins us to chat about how to attract and hire a rock-solid team. He'll also share what he'll be covering at the BankOnPurpose Conference in 2018.
Training vs. Coaching Your Relationship Managers
Carl Coe, EVP of Client Development at PrecisionLender, talks about the difference between training and coaching your sales team, and which method provides the most value.
Get Great RMs, Keep Great RMs
Your relationship managers' success directly impacts your bank's success. Jim and Dallas discuss how to attract and retain top RM talent at your bank and create a culture that helps them thrive.
How to Attract & Keep Top RM Talent at Your Bank
Banks face a stiff challenge if they’re going to increase the number of talented, experienced RMs on staff. But the potential rewards are worth the effort.
Let's Get Back to Cross-Selling!
Jim Young and Dallas Wells discuss why now is the time to cross-sell and how you can do it better.
Becoming an Accountable Leader
Lorraine Moore uncovers why creating a culture of accountability is more important than ever before and how leaders can create an environment that encourages accountability.
Stop Pricing With a Tourniquet
Jim Young and Dallas Wells discuss what it means to "price by tourniquet" and how the practice can be detrimental to your bank and your customers.
Is A Performance Plan in Your Future? [Podcast]
Jim Young and Ned Miller of MZ Bierly Consulting discuss why some experienced bankers are falling short and how they can regain the confidence in selling that they once had.
Woodforest National Bank: Relationship Managers Taking Ownership
5 Articles to Make You a Smarter Banker
We've compiled a list of the top 5 articles you need to read to help you become a smarter banker today.
Becoming A Leader In The Workplace [Podcast]
Katharine Briggs sits down with Maria Abbe to share her experience as a leader, both in the work place and in the community, and how women can work towards becoming leaders in their organizations.
How To Avoid Originating A Bad Loan [Podcast]