CASE STUDY: THE CHALLENGE OF WEALTH MANAGEMENT BUSINESS OF THE BANK M

Publication Date : 17/02/2021


Author(s) :

ALICE TAMAH U.


Volume/Issue :
Volume 5
,
Issue 1
(02 - 2021)



Abstract :

The Bank M started its wealth management business in 2012, by setting-up the Wealth Management (WM) Business Department under the Consumer Banking Division. Identification of the case: Low performance and productivity among sales people. Issues: Weak sales leadership and wrong HR policies Analysis: The criteria used in the selection process of the sales people to the training and sales support and to the sales management activities conducted on them were analysed. Solutions: The focus was to address the importance of WM business among regional managers, branch managers and regional sales support managers. The existing sales people were recalled for sales training to strengthen their competency in the branch sales model. The Regional Sales Support Manager as the sales coach was emplaced to improve performance among sales people. The WM Department was given the assistance to chart their business blueprint plan for the next 3 years and improve their sales management skills. The recruitment model was finalised with WM Dept. and HR. Relevancy: The experience in overcoming the business issues will be useful to be shared with other organizations that are in similar situations.


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