Without Accurate Sales Data You Are Just Another Sales Manager With An Opinion!

  • Many industry researchers, agree that 90% of spreadsheets contain so much inaccurate self-reported data that they are unusable for sales management and coaching.
  • Only 34% of Business Bankers feel their pipeline is accurate.  Wasted time invested each week on inaccurate forecasts is a critical issue that should concern sales leadership.
  • Most sales forecasts are done in spreadsheets and over 50% of sales managers say they are inaccurate and contain little useful data.
  • On a deal-by-deal basis, the current accuracy of forecasting is less reliable than simply tossing a coin.

 

It should come as no surprise that manual reporting in spreadsheets is an inaccurate business practice that requires a team effort (from various departments collecting data from multiple systems).  This manual process and inaccuracy can total THOUSAND OF DOLLARS in direct and indirect costs.

Most sales teams have invested in a CRM system hoping to eliminate spreadsheets and improve sales reporting. Poor user-adoption, self-reported data, the lack of system integration and false promises have dashed those dreams.

Over the past decade, Performance Insights has tracked the sales performance of 370 banks and found that when everyone in the organization has the accurate information they need to be successful, amazing things happen.  We have also found that sales managers are tired of waiting months and years for sales reports.  They are tired of spending precious resources to pull data from multiple systems and building spreadsheets that never get used.  It is time to cut the data clutter and expense of spreadsheets!

 

Performance Insights understands the problem so we fixed it with my Performance Navigator.

 

 

Performance Insights has helped their clients eliminated spreadsheets, increase trust in their data and reduce reporting costs with their proprietary system my Performance Navigator.  my Performance Navigator delivers the data you need to manage sales in ‘right-time’ on a single easy-to-use (and affordable) platform that integrates with all your important sales systems.

Now you can finally connect all your data sources to see KPIs, emerging trends, un-cover critical insights and take action- wherever you need to be.

  • my Performance Navigator works with all Fiserv, D+H, Jack Henry, and FIS systems including core processors, CRM, loan originations systems and data warehouses.
  • Designed to improve coaching, forecasting and pipeline management.
  • With a single click (or tap of your finger on a mobile device) users can drill down into the organization, change the timeframe or move between reports, scorecards, dashboards and analytics.
  • Anywhere Access – my Performance Navigator works on your desktop, laptop or mobile device.
  • One Source of The Truth – my Performance Navigator brings all your important sales data together in one place.
  • Smarter Employees – When everyone in the organization has the information they need to successful, amazing things happen.
  • Eliminate Noise – There is a lot of data noise from many different sources with varying degrees of accuracy and importance.  my Performance Navigator focuses the entire organization on the metrics that matter.

Would you like to have a conversation with a sales manager or executive who has eliminated spreadsheets and the cost of valuable resources with my Performance Navigator and get a no-obligation demo?

e-mail: Ron Buck at rbuck@smandh.com

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SWOT Analysis For Commercial Lending Group

from the desk of  Ron Buck

Commercial Lending Case Study

Many of our clients are involved in a SWOT analysis as part of their 2016 strategic planning.  A SWOT analysis is a structured planning method that can be used to evaluate the strengths, weaknesses, opportunities and threats involved in any part of banking.  A SWOT analysis can be done at any level of the organization to develop effective strategies.  I recommend holding a white board session to identify the factors in each of the four categories and using an experienced facilitator to lead the white board session. Alternatively, you can ask team members to individually complete a questionnaire and then hold your white board session and compile results.

This paper is about a $20 Billion bank that used the following analysis to achieve:

  • A 29.6% increase in sales velocity
  • A significant improvement in liquidity and a 18.2% increase in NIM
  • A 25.6% increase in ROA.
  • The percentage of relationship managers achieving their goals has improved from 37.2% to 59.6%.

 

2015 SWOT Analysis For A $20 Billion Bank (Commercial Lending Group)

  • Strengths
    • Solid balance sheet
    • Strong brand and community involvement
    • Experienced and tenured staff with strong community relationships
    • Customer retention and loyalty
    • State-of-the-art sales technology
  • Weaknesses
    • Higher cost of liquidity in comparison with most competitors
    • Historical sales execution – inability to execute a sales strategy
    • Poor sales processes
      • Slow sales velocity due to qualification/underwriting process – resulting in poor liquidity, NIM and ROA.
      • Poor pipeline efficiency ratio.
      • Competitors close loans 30% faster than our bank.
    • Lack fundamental sales skills
    • Frontline accountability and coaching – low user adoption of sales technology
  • Opportunities
    • High yield investment products
    • Building new client relationships
    • Reduced competition in market due to M&A activity
    • Competitors distracted due to M&A activity in market
    • Strong local economic growth and job growth
    • Cross-selling to existing  clients
    • Potential Fed rate increase
  • Threats
    • Continued low interest rate environment
    • New competitors entering market
    • Competitor pricing strategies and ability to close loans 30% faster that our bank
    • New digitally-enabled finance networks and alternative lenders
    • New receivable finance and factoring products offered by new competitors
    • Regulatory environment

To Learn More, Click Below:

SWOT Case Study – Commercial Lending

 

480-212-6082     |     rbuck@smandh.com