Improving Sales Force Effectiveness for a Tech-Savvy Customer Base

Report Summary

Improving Sales Force Effectiveness for a Tech-Savvy Customer Base

All banks, regardless of size, have some type of initiative to improve the effectiveness of their sales teams.


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Christine Barry
Head of Banking & Payments Insights & Advisory

August 3, 2022 – A more demanding and tech-savvy customer base, the emergence of fintech companies, and a global pandemic are driving rapid change within the treasury management space. This change requires banks to transform their product offerings and how they interact with and service their customers. Technology is no longer just a means to achieve transactions; it has become a product itself.

This Impact Report analyzes how banks are to equipping their sales teams to communicate and deliver value that meets middle-market and large corporate customers’ needs. It provides banks with important insights regarding their peers’ priorities and the types of initiatives that will be necessary as they continue to grow organically or through mergers and acquisitions. This report is based on a Q1 2022 survey of 54 U.S. banks and the U.S. operations of global banks. Survey participants are senior executives at banks who are also members of Aite-Novarica Group’s Corporate Banking Executive Council.

This 16-page Impact Report contains nine figures. Clients of Aite-Novarica Group’s Commercial Banking & Payments service can download this report and the corresponding charts.

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