Branch Performance Report: Sales Goals and Scorecards
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Banks attempting to implement a sales culture require measurement systems to accurately track sales volumes and payments. By defining the primary components of incentive payments, performance reports reinforce the bank’s sales training efforts. A performance scorecard must capture the primary drivers of branch growth and remain easily explainable to branch personnel. Further, it should only measure items within the branch’s direct control. Finally, it must allow automated tracking that facilitates quick distribution of results and incentive payments.

Bancography developed the Branch Performance Report to import mainframe or MCIF extract files to calculate each branch’s performance against sales goals. The software also allows "what if" scenarios, allowing your bank to project the financial impact of various goal and payout alternatives. By simplifying the performance report, automating its tracking, and incorporating market factors in its sales goals, an institution will improve its employees’ acceptance of the sales management process. This will allow increased attention to sales training, which in turn, will yield increased sales performance.

No report or incentive system can replace sound management. Certain behaviors that remain crucial to branch performance still do not belong on a sales performance scorecard. Bancography helps institutions determine the appropriate measures to track in its incentive system. Once measurement categories are determined, Bancography will recommend sales goals for each branch. This process examines market demographics, existing holdings and the competitive environment to yield equitable, market based sales goals, rather than goals based solely on historic performance.

Please see Bancology Volume 2 or e-mail us at info@bancography.com for more information.