Financial Institutions

Sales Force Effectiveness: Moving Up the Middle and Managing New Prospects

Bruce Holley Monish Kumar Francesco Morra Steve Thogmartin

Financial services companies face two critical challenges: first, to sell more to existing customers; and second, to sell effectively to new prospects. To meet the first challenge, competitors need to move up the middle and raise the performance of their second- and third-quartile sales-people. To address the second challenge, financial companies need to develop their strategies and processes for managing prospective customers.

Financial Institutions