A sales manager in a bank is responsible for selling bank products to its retail customers. They can be involved in the selling of Credit Cards, Bancassurance (insurance provided by banks), CASA (Current Account, Savings Account) etc.
The Job Role and Responsibilities
The job responsibilities of a Sales Manager in Banking would include:
Selling of banking products to clients. Products might include either CASA, Credit Cards, Mortgage, Loans, Bancassurance or all of these.
Prospecting and identifying new leads and pitching to the clients.
Providing client service to existing customers. They are required to manage all aspects of customer relationships
Corporate sales to get premium and HNI clients
Strategizing & implementing ways to achieve sales targets
Competencies and Skills Required
A Sales Manager is required to interact with customers for most part of his/her day and so good communication and presentation skills are a prerequisite for the job. The job also requires a good understanding of the bank's products and services in order to deal with individual customer's demands and customize the products accordingly. The major skills and competencies that employers look for are:
Excellent communication skills
Pleasing and positive attitude
Confidence and Presentation skills
Good sales and negotiation skills
Assessment for the 'Right' Sales Manager
The following table illustrates how various skills and personality traits map to assessments required for the Relationship Manager role:
|Sales Manager Profile||AMCAT Mapping|
|Communication Skills||English: High
Logical Ability: Mid to High
Agreeableness: Mid to High
|Good Sales and Negotiation Skills||English: Mid to High
Emotional Stability: Mid
|Analytical Skills||Logical Ability: Mid to High
Numerical Ability: Mid
|Understanding of Financial products and markets||Banking Service: Mid to High|
Globally, standardized assessments have been used for hiring for Sales Manager in banking services. The scores of these assessments show high 'validity' in predicting the success of the candidate as a Sales Manager in banks and financial institutions. The objective criteria consist of assessments in cognitive skills, domain skills and personality inventory. Assessments in domain skills consist of Banking Service module. Our research shows that logical ability, quantitative ability followed by domain skills shows the strongest correlation to the success of a Sales Manager in Banking Services. Organizational efficiency can be improved by 24% by using objective and criterion-validated benchmarks on standardized assessments.