new approach to increase branch sales
DESCRIPTION
Get Novel Insights on Increasing Branch Sales with Technology The complimentary FMSI Branch Sales white paper focuses on a solution to address maximizing your branch technology investments and staff selling potential, through a new scheduling approach that: • Transforms vague daily staff schedules into easily tracked and deliberate sales task assignments—per 15 minute increment. • Identifies the best periods for outbound calling throughout the day, based on forecasted Idle Time during account holder traffic demand. • Increases the time your top performers spend conducting sales related activities.TRANSCRIPT
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• Welcome and Introductions
• Analyzing the Results of Branch Technologies
• Measuring the Activities of Branch Staff
• Branch Technology Investments—Idle Time Before and After
• Turning Idle Time into Meaningful Sales Activity
• A Closer Look – Jeanne D' Arc Credit Union
• Increasing Top Performer Sales Performance
• Management Tips
• Open Discussion Including Q&A Session
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Submit a question or comment via chat
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• Gordon A. Williams IV, FMSI EVP Business Development
• Kate A. Dame, Jeanne D’Arc Credit Union VP of Branch
Administration
• Meredith Deen, FMSI COO
• Chad Davis, FMSI VP of Marketing
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Big investments in branch technologies — • Cash Recyclers • Sophisticated ATMs • Video Tellers
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Struggling to quantify — • Improvements in staff efficiencies • Increases in branch sales
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Can you quantify how your staff spends their time? • Institution level • Branch level • Individual level
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Daily activity forecast — • Percent of time processing transactions • Percent of staff idle time • Percent of task time
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Scheduling additional sales related activities — • Supervisor coaching sessions • Sales training • Outbound sales / relationship calls
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Kate A. Dame – VP of Branch Administration
— Jeanne D’Arc Credit Union
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About Us —
• Fourth oldest credit union in the country. Had 100-year anniversary in 2012.
• Headquartered in Lowell, Massachusetts
• $1 billion in assets
• 61,000 members
• Six branch locations (the 7th branch is opening in June 2014) and two high school branches
— Jeanne D’Arc Credit Union
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• Started using The Teller Management System™ in 2011
• Stats comparing Aug 2011 to Oct 2013
Aug 2011 Oct 2013
Productivity 17.9 21.6
Labor Cost $0.95 $0.92
PT Utilization % 34.2 37.73
FTE net difference 7.14 1.57
Excess Waiting for Work 26.4 5.4
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• Prior to July 2009 – paid for performance and coached to the numbers.
• Changed to “Relationship Building.”
• No longer pay for closed products – put more focus on the member’s needs.
• Tracking referrals that result in closed products is crucial.
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• A target goal they are coached to
• A stretch goal they are publicly recognized for
• A required monthly employee threshold
– Disciplinary action for failing to meet threshold
– Oral, written, probation, termination
– The numbers are looked at on a quarterly basis
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• We “count” products only. Our system does not have the ability to recognize any of the services – such as e-statements, on-line banking, etc.
• We average about 600 closed products per month.
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• Everyone has a coaching session with their manager for at least a 1/2 hour each month
• We use TMS and Lobby Tracking to determine the best time
• We review metrics with the staff - TPH (with Tellers), Relationship Building, Assist Times (with MSRs), etc.
• Coaching is necessary to create a Relationship Building Culture
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• Sharing results • Promote benefits • Incentives
— Adjusting to New Process
Getting employees on board —
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Building employee confidence — • Simple product training • Develop telephone scripts • Avoid the hard sell
— Training and Scripts
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Facilitate more conversations with account holders — • More cross-sell opportunities • Opportunity to provide great service • Hone skills through repetition
— Reroute Call Center Calls
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Position your FI for 21st century challenges —
• Improve vague daily staff schedules
• Identify the best periods for outbound calling
• Increase top talent performance
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FMSI provides performance management information and a scheduling solution to financial institutions of all sizes, including a workforce optimization comparative data report that allows clients to see where they rank amongst their industry peers.
– Learn more at www.fmsi.com, or call 770.619.3443 – Download all FMSI white papers and recorded webinars at
fmsi.com/resources