6/24/16 – Sell for the Long Term
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6/24/16 – Sell for the Long Term

Michael Phleger, a director based in Promontory’s San Francisco office, wrote an article in Western Banker’s May/June 2016 issue about community banks’ sales culture and compensation practices.

“The most important goal is to align the interests of salespeople with those of the bank. Banks are not interested only in short-term revenue growth. Sales-compensation programs, however, commonly focus only on immediate bookings. A program should balance selling with selling right, but not average the two.” 

Click here to read the full article.