Dave Martin is a consultant specializing in retail banking strategies, including in-store branches. He is the founder of the retail bank performance company BankMechanics.
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In a more competitive-than-ever industry, sales activity is an important part of bankers' jobs, but it is not the only part.
April 6
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As in-person transactions continue to decline, bankers should focus on engaging with customers in settings outside the physical branch.
March 2 -
The industry's rapid change is shining a spotlight on middle and senior managers who inherit positions and often have to fix the messes while maintaining the successes of their predecessors.
February 3 -
No technology yet is as effective at initiating and/or strengthening real relationships as smiles, personal conversations and consultations are.
March 4 -
The Sniper's main contribution seems to be shooting down others' ideas. The Historian defends the status quo to the end and the Jetson is convinced the bank's existence rides on the latest technology craze. All of these mind-sets are shortsighted.
January 7 -
Following tectonic shifts in the video rental industry, the very Blockbuster stores that were just yesterday a competitive advantage rather quickly became an albatross. That type of chain of events is one that bankers need to be especially on guard for.
December 4 -
When we create cultures in which higher-ranking managers become insulated from ever facing a "yes" or "no" from a customer, our leaders lose a little perspective.
May 1 -
The best sales folks realize rejection isn't a sign theyre bad at their jobs. It's a sign they are actually out there doing their jobs.
April 2 -
A basketball coach's praise for his opponent serves as a reminder that the best results come from hustle and hard work.
July 3 -
When making a point to banker groups about how much the week-to-week banking habits of Americans have changed in recent years, one simple question tends to create much side chatter, nods and chuckles.
June 4
