Cross-selling model under scrutiny across finance sector

It’s not just Wells or Morgan Stanley…the entire sales-insaitable finance sector is rotten.  See:  “Many other banks around the country will have to review their own sales practices if they want to avoid regulatory scrutiny.” Some further insight into this culture is offered here:

Becky Grimes had trouble enough hitting sales targets as the manager of a busy branch of  Wells Fargo in Austin, Texas. But when she moved to run a Wells branch in a much smaller farming town about two hours to the south in 2011, the same targets — 8.5 products per day, per banker — became too much to bear.It was the sign of an aggressive and pervasive cross-selling culture that forced her into early retirement in 2013, she says — and which has come back to bite Wells, the bank at the centre of a bogus account scandal.

Ms Grimes had four conference calls every day — at 9am, 11am, 2pm and 5pm — during which she was grilled by a district manager on the sales her team had generated. Staff would come to her in the interim, saying they had done a full profiling exercise on a particular customer, but she would have to turn them back to sell more.

“It was pretty ridiculous,” she says. “It bordered on harassment, quite honestly.”

This entry was posted in Main Page. Bookmark the permalink.