Growth strategies in retail banking Study - Roland Berger
Growth strategies in retail banking Study - Roland Berger
Growth strategies in retail banking Study - Roland Berger
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MARKETING AND SALES EFFECTIVENESS<br />
Variable remuneration for sales employees is a<br />
significant lever to support sales culture<br />
Variable remuneration for sales employees –<br />
EXAMPLES [%] 1)<br />
15-45<br />
Spanish<br />
banks<br />
Variable Fixed<br />
Notes:1) Example of selected Spanish, Polish and German banks (<strong>retail</strong> segment)<br />
2) Very few Polish banks have variable part up to 50% values only for full time employees<br />
Source: Company's <strong>in</strong>formation<br />
10-30<br />
Polish<br />
banks 2)<br />
5-15<br />
German<br />
banks<br />
15-25<br />
Croatian<br />
banks<br />
Comments<br />
Variable remuneration share<br />
for sales staff at Spanish<br />
banks is high (up to 45%) –<br />
significant driver of sales<br />
culture<br />
Example Santander<br />
– Collective targets (for<br />
example market share <strong>in</strong><br />
target customer groups)<br />
– Individual targets<br />
(dependent on specific<br />
employee profile)<br />
– Customer satisfaction/service<br />
(based on<br />
customer surveys every<br />
six months)<br />
VIE-1789-90000-017-415<br />
31
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