Outside sales forces are gaining in significance and they are the most lucrative sales channel in the retail banking segment. The sales force achieves above-average cross-selling rates and customer satisfaction with the quality of advice compared with branch business. The main success factors are the structure of the sales force organization and a consistent focus on certain parameters such as target customers, new business acquisition and support. zeb/ assists banks in setting up new sales channels and optimizing the cooperative arrangements between the different sales channels.
zeb/sales force helps you to determine and implement the best business model for the development or extension of your outside sales force activities. We include various risk scenarios in the model and develop a business case to provide you with a sound basis for decision making.
Our specific approach:
- In the first step, we define the objectives and strategy for your sales force operations. We take existing sales channels into account and attempt to supplement them in a practical way.
- When we design the business model, we define the most important elements (target customers, products, incentive systems etc.) in conjunction with you, always bearing legal requirements in mind - such as the legal requirements associated with the formation of a company or the establishment of commercial agent operations pursuant to section 84 of the German Commercial Code.
- We develop a business case from the business model as the basis for decision making in the implementation process.
- Finally, we support you in the implementation of the business model.