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Articles - Sales & Service

  • Bridging the Gap
    Community Banker, October 2004
    Integrating Sales and Risk Management Can Yield Higher Quality Business Loan Portfolios

  • Coaching and Mentoring: Enhancing Education
    Chief Learning Officer, November 2005
    Omega Performance research reveals that coaching is one of the most powerful tools for driving and sustaining employee performance. Read our article —published in the November 2005 issue of Chief Learning Officer magazine— to learn what effective coaching is, how to build a coaching process that links to your organization’s business model, and strategies for successfully implementing the coaching process enterprise-wide.

  • Cross-Selling Made Easy
    Originally Published in ABA Bank Marketing Magazine, October 2005
    Everyone has heard the statistic: Selling a product or service to a new customer costs five times more than selling an additional product or service to an existing customer. Not surprisingly, many banks view cross-selling as an attractive growth strategy — a way to bolster revenue by expanding customer relationships.

  • Don’t Sell Your Bank Short
    Originally Published in ABA Bank Marketing Magazine, July 2004
    A sales management system either works, or it doesn't. There are no quick fixes when your bank stumbles in connection with challenges like increasing sales, growing revenue and profits, cross- selling, retaining customers, and transforming reactive customer service to proactive selling. Five key management practices have to be in place before a system can deliver results successfully.

  • Getting Where You Want To Be
    B+FS, August/September 2004
    Strategies For Building The Ideal Sales Culture

  • Keeping Customers for Life
    Banking Today
    Retention strategies for an increasingly competitive, global marketplace

  • Managing for Results
    B+FS, Febuary 2003
    It's Not Rocket Science, But a Tried and Proven System That Will Produce Demonstrable Results for Your Organization

  • Profiting From Customer Loyalty
    B+FS, December/March 2003/2004
    Engendering Customer Loyalty And Profitable Repeat Business Is About More Than Just Product Pushing

  • Service Your Way to Sales
    Community Banker, August 2006
    5 Ways to Significantly Improve Your Bank’s Performance

  • Small Business Solutions
    Community Banker, January 2005
    Finding Big Business in Serving the Small Business Market

  • Why Invest in Training
    Omega Performance Article
    A Summary of the Research