This white paper stresses the need for banks to re-evaluate their cross-selling strategies, focusing on selling products that are valuable to customers and profitable for the bank. Despite the prevalence of cross-selling, the effectiveness and customer-centric nature of sales practices remain in question. The paper advocates for a shift towards relationship building, understanding customer needs, and offering solutions that truly add value. It presents five best practices for developing a high-performing sales culture, including effective communication, sales integration into job roles, managerial training in sales conversations, enhancing staff conversational skills, and fostering change through coaching and accountability.

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