Fifth Third Bank: Focus and Follow-Up

  Sales meetings, sales quotas, sales conferences, sales training…all such initiatives  typically include a lot of talk about selling better and selling more, but then the sizzle slowly turns to fizzle. This repeated phenomenon is often directly related to the fact that many initiatives lack focus, actionable specifics, or any means of follow-up. Of course sales reps are inundated with specifics when it comes to the quantity or type of product they should sell and by when, but most processes are very short on the how. One sales division of a prominent national bank decided to turn that formula on its head, by starting with the how.           Fifth Third Bank, headquartered in Cincinnati, Ohio, traces its heritage back to 1871 when the Third National Bank purchased the Bank of the Ohio Valley, which was established in 1858. At the turn of the century the Third National Bank joined the Fifth National Bank. The organization adopted the name of Fifth Third Bank and steadil...