Sales

Oresar, who joined BMO as head of treasury and payment solutions sales after more than two decades at JPMorgan Payments, spoke with American Banker about her priorities leading a new team; the importance of organic mentorship; and what clients are asking for to keep up with the fast-paced change that's happening to the payments industry.

The Consumer Financial Protection Bureau says the Cincinnati bank engaged in aggressive sales practices and open bank and credit card accounts without consumers' authorization in order to meet sales targets.

A lawsuit filed by a New Jersey branch employee who was fired in 2016 includes detailed allegations about the pressure that front-line workers faced to meet monthly sales targets. The case is scheduled to go to trial in February.

Banks need to ensure those building new business are driven to look for evidence of illegal activity.

Banks need to ensure those building new business are driven to look for evidence of illegal activity.

One credit union marketing expert offered tips on how to break down silos to create "smarketing."

SalesPhysics was created by industry veterans who once worked at Bank of America.

It's not enough to say you provide excellent service. You have to define what it is in a concrete, measurable way to live up to that promise. Take these steps to do just that.

One of the missteps in banks’ attempts to build productive sales and service cultures is overemphasizing sales processes and tactics while underappreciating product knowledge.

Five steps to increasing staffers' confidence -- and, in turn, boosting the bottom line.

Two experts traded verbal barbs over whether promoting a sales culture helps or hurts the credit union mission of putting members first.

The San Francisco bank is trying to turn the page with a new report that mostly pins blame on executives who have either left the company or been demoted, but the report shows the misconduct went further back than previously acknowledged.

Banks have maintained consumers' trust but must do better explaining to them what they signed up for, according to a J.D. Power survey.

The risk, complexity and psychological biases related to financial products make them ill-suited for push-based selling tactics. Instead, banks should use their digital channels to help customers decide what they want.

Wells Fargo's retail-banking chief will unveil the bank's new compensation plan next week.