Articles by Eric Wittekiend
Eric Wittekiend, strategic consultant
Eric works closely with community banks and credit unions to help them drive top line revenue. More specifically, he is responsible for Raddon’s Sales Culture Improvement and iNTEGRATOR Optimization consulting practices. With respect to Sales Culture Improvement consulting, Eric focuses on development of sales metrics including goals and incentives and refining sales tracking, measurement and reporting systems to support management objectives. Eric also assists clients with strategic planning, product design/pricing, marketing, and revenue enhancement initiatives. Eric recently re-joined RFG after a four-year hiatus as the VP of Marketing Research with a local Chicago bank. One of his primary responsibilities in this role was maximizing the performance of the sales organization by working closely with the front line employees and leveraging market level opportunities. In his prior stint with RFG Eric was a lead presenter of RFG's Strategic Planning Study Group program and he managed the client services group which was responsible for relationship management of 350 MCIF/CRM clients nationwide. His previous industry experience includes a variety of marketing and product development roles with local and national banks.
When news of one bank’s aggressive sales quotas broke, many said it was an example of a best practice – coaching to the results – gone bad. In truth, any best practice can become a bad practice when done incorrectly.
Emerging technologies are driving down routine branch transactions at most financial institutions, prompting numerous service calls to call centers. Quickly and efficiently solving issues is the primary focus of most call centers. During periods of excess capacity, one financial institution, ABNB Federal Credit Union in Chesapeake, Virginia, was able to go beyond problem-solving to turn their call center into a revenue-generating business unit.
Following the launch of a sales culture transformation initiative in conjunction with Raddon and the Center for Practical Management, Kohler Credit Union, a $285 million credit union based in Wisconsin, has achieved impressive results
Performance Management – Day Five
In attendance were the CEO, EVP, business banking manager, chief lender officer, e-commerce manager, IT manager and several branch managers/teller supervisors. This was the fifth and final day of our Performance Management engagement.
Performance Management – Day Four
In attendance were branch managers, teller supervisors, the IT director, the operations director, the call center manager, the virtual branch manager and the lead trainer. As I’ve done previously for Days 1, 2 and 3 I thought I’d share some insight into this experience.
The objective of these onsite sessions is to facilitate communication among the senior leadership team. During this session, we discussed what the managers are saying about the Performance Management workshops.
Over the next several months, I will be sharing key insights revealed during a client sales culture improvement engagement. Below is my summary from day three of a five day performance management course.
Raddon Financial Group …
Over the next several months, I will be sharing key insights revealed during a client sales culture improvement engagement. Below is my summary from day two of a five day performance management course.
Over the next several months, I will be sharing key insights revealed during a client sales culture improvement engagement. Below is my summary from day one of a five day performance management course.
Raddon Financial Group (RFG) has widely reported that loan demand over the next 12 months is the lowest we’ve seen over the past decade – and it’s no wonder. Even as the country attempts to recover from the worst recession on record there’s talk of a double dip recession, consumer confidence remains low and unemployment is still high. Amidst all of this, CFOs are looking to grow loans. Are they crazy?