National Bank – Marketing and Sales division

OBJECTIVE :

Enable an effective follow-up of employee sales performance in all branches throughout the 19 regions of the province of Quebec

SOLUTION :

Tailor-made ERP solution integrating Human Resources and Sales Cycle Management, and Performance Management

The banking sector is in perpetual competition for the same clients in the same markets. Moreover, deregulation in the financial markets allows banks to sell a wide assortment of financial products and services. Also, personnel that were previously behind the scene, in administration, are now encouraged to sell. It is important to gauge their performance and advise appropriate managers so that these people will be able to react appropriately and quickly during intensive sales periods, such as the RRSP season.

To meet this challenge, Analystik developed and applied a sales follow-up system (SSV) which defines sales objectives by month and by employee annually in order to follow and evaluate their performance. In fact, this application not only manages sales allocation targets and the level of their achievement, it also follows, evaluates and notes the improvement of employee performance. Following the establishment of this application in over 400 branches in 19 regions, the BNC is now able to follow sales performance in real time by branch, by region and globally; it also ensures their capacity to react instantly as they strive to reach their objectives and performance targets.