Cross-Selling Begets High-Pressure SalesTactics

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ORLANDO - (11/18/05) -- While it was generally pioneeredamong banks, many credit unions have embraced "cross selling" andincentive programs aimed at supporting that process. But newresearch from the Bank Administration Institute of 16,000 bankemployees found that many front-line staff feel overly pressured tocross-sell products, especially to people who don't need them.Other findings in the survey: 34% believe sales goals establishedby management are not fair; 32% say "I do not receive adequatecompetitive information"; 30% say the company does not prepare itsemployees to sell; 29% said the procedures and systems available donot assist sales efforts, and 27% feel staffing levels are notappropriate for the volume of work.

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