Raising the number of sold products per employee and the weekly number of meetings with clients are two of the aims of the sales force efficiency boosting programme that Austria’s Erste has started implementing at BCR, the biggest domestic bank in terms of assets.
Martin Skopek, a former executive vice-president for retail with BCR, currently a member of Erste board in charge with retail at group level, says the project has already born fruit in the first six months of implementation: the average number of products sold per week by a client adviser at BCR rose from 3.4 at the start of the programme to 5.5 at its end.
Also, on the micro-firm segment, advisers have come to have 9.4 meetings with clients per week on average, against 5.2 meetings before the project was applied.
In January-June 2010 period, in around 23% of BCR’s territorial network a complex programme was implemented, targeting, besides boosting employee productivity, the standardisation of sales processes and improved services quality.

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