Microsoft Word - What Winners Do Differently


What Winners Do Differently

Ron Buck Performance Insights

To find out what sales winners do differently we requested data from over 205 banks. The data requirements included 25 key performance metrics and key results metrics for a period of 3 years; sales goals; and incentive compensation. After screening the data for accuracy and completeness we accepted data from 80 banks (almost 1,200 teams of commercial and business bankers). Data was then analyzed by MIT Sloan (Management Analytics) MBA students under the leadership of Performance Insights.

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