Sales Management

The Banker's Intranet Sales Management System gives banks’ sales organizations the tools and insight they need to increase sales and reduce costs. The System helps the sales force to focus on attracting, growing and retaining the highest volume and highest value customers. It also builds a referral pipeline from the front-line personnel to the sales force. The System allows sales teams to generate instant and accurate forecasts of revenue and customer activity, eliminate costly bottlenecks and effectively join forces to convert prospects to profitable customers.

The Benefits

The Banker's Intranet places tools in the hands of all front-line personnel:

• To track prospects and customers.
• To manage their contacts and relationships.
• To track their incentive programs.
• To make better decisions.

The Features

The Banking Intranet provides a variety of sales tools including:

• Customer and prospect database includes names, SSN/TIN, address(es), phone numbers, industry code (where applicable), business description, financial information, email address, Web address (where applicable), key contacts with their titles and contact information, etc.
• Data import tool allows the system to receive data from Metavante and, in a later phase, other data sources such as Dun and Bradstreet and Harte-Hanks. The system should also be able to receive data from the referral system and from user entry.
• Data evaluation tools allow users to group prospects/customers into target classes and evaluate these users. The evaluation includes:
  • De-duplication
  • Customer valuation that determines the profitability of a current or prospective customer, assigns a rating and applies targeting parameters.
  • Pricing recommendations
• Contact management module allows users to add information to the customer record and establish their work lists. This module should include the following features:
• Prospect/customer list lists all the prospects and customers that have been assigned to a particular users queue.
• Work list displays those prospects and customers the user is actively pursuing. The work list would track the following information:
  • Status
  • Needs Assessment
  • Ticklers
  • Record of actions taken
  • Notes
• Sales support tools/materials such as letter, email and fax templates. The system also provides users with the ability to order brochures and forms.
• Referral management module allows field personnel to enter and track their leads. The system would automatically follow these leads through the system, providing the receiving team with contact information and tracking sales/conversions.
• Incentive management module tracks all sales, reports them to the sales rep or referrer, applies the payment rules established by management and reports results to the end users. This module may also provide performance ratings/comparisons to encourage better performance.
• Reporting and decision-support module allows managers to evaluate the performance of their team. This module would allow managers to identify key performance criteria by applying performance matrices/rules to the data.