Novantas Presentation

Middle-Market: Research Presentation

Event: Source Media Middle Market Commercial Banking Symposium
Location: Sheraton Chicago Hotel & Towers | Chicago, IL
Date: 19 Oct 2009
Time: 8:55 PM – 9:15 PM CDT
Speaker: Michael Rice, Managing Director

Novantas will present research findings related to the current and future state of Sales Management. With most banks focused on driving growth, enhancing sales management is a key lever. The research targeted top commercial banks to understand how banks organized RMs, managed the sales processes and measured success. Key questions included:

• How are the sales teams organized?
• What are the current staffing levels? Do you anticipate these levels increasing?
• How has the role of the RM changed?
• What key competencies are required?
• Are sales management processes and activities standardized?
• How is account loading accomplished?
• What key measures of success are used?
• How are incentives structured? How have they changed in the last 2 years?

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Novantas Presentation

Emerging Sales Strategies: Positioning for the Recovery

Event: Source Media Middle Market Commercial Banking Symposium
Location: Sheraton Chicago Hotel & Towers | Chicago, IL
Date: 19 Oct 2009
Time: 10:30 PM – 11:15 PM CDT
Speaker: Stephen Baird, Director

During the global recession both banks and customers hunkered down in the face of tough credit and business conditions. As we look forward to the recovery, successful commercial sales organizations will begin to position themselves now for the post-recession environment. Will it be business as usual or has the customer outreach fundamentally changed? How do we build a roadmap to best align the sales model to the post-recovery environment? Panelists from leading middle market banks will discuss how their sales models — processes, resource alignment, and roles — changed during the financial crisis, and how they see these models evolving post-recovery. Will corporate customers once again become transactional in bank relationship management as conditions ease? Are recent product and sales realignments to transaction-based products here to stay? What will be the role of the trusted advisor in the new environment and how do we support success?