Distribution: Sales Force Allocation

Small Business is becoming more of a focus in most banks due to regulatory changes across the industry. As a result, it is becoming increasingly important to balance serving existing customers well to avoid attrition and bringing in new clients. Novantas assists clients in determining the optimal allocation of sales force in terms of location and roles.

Novantas helps clients prioritize investment of the sales force to determine the optimal allocation of resources in constrained and unconstrained environments. This allows the bank to determine the opportunity for acquisition and deepening relationships in expansion markets and determine the necessary sales force to maintain customers in low growth markets. A typical client engagement would entail:

• Evaluation of the existing sales force roles and the alignment of the gearing model with the incentives
• Prioritization of markets to determine opportunity for the sales force
• “Blue Sky” resource allocation across the footprint for all sales roles (in an unconstrained view)
• “Constrained FTE” resource allocation across the footprint for all sales roles (without adding any FTE)

Novantas differentiates its approach from competitors through:

• Focusing on institution-specific target customers to ensure targeting is focused on opportunities relevant to the sales force
• Differentiating sales roles and gearing ratios based on the local geography to account for differentiation in market strategies
• Detailed financials looking at new customer acquisition, cross-sell opportunity and attrition rates
• Novantas Proprietary DemandScape database