IMPROVEMENT OF WEALTH MANAGEMENT BUSINESS SALES STAFF PRODUCTIVITY IN BANK ORANYE

• Main Author: Gabriella
• Format: Theses
• Language: Indonesia
• Online Access: https://digilib.itb.ac.id/gdl/view/81925
• Institution: Institut Teknologi Bandung

Maintaining sustainable business sales performance is essential for company to meet its business strategy and perform profitability. This highlighting the vital role of sales department in the company’s success, as the sales team is the primary revenue driver. This research explores the sales staff productivity optimization through a comprehensive case study of Bank Oranye’s wealth management business division, aiming to address the challenges faced by the institution where the sales productivity declined consecutively in the last few years inlining with the declines of business sales revenues. This research objectives are figuring the caused of decline sales productivity and identify tools to improve the sales productivity. The research scope was limited in wealth management business, wealth products, sales revenues, Bank Oranye’s internal sales management. Utilizing a comprehensive study approach, the research delves into the multifaceted aspects of a productivity and encompassing both internal and external factors that influence sales productivity in achieving sales revenue performance. This research uses a qualitative methods research design with insights gathered from interviews and observations with key stakeholders, relationship managers, and sales managers. It also examines the challenges face by the bank among the industry. The findings of the research reveal factors such as low sales effectiveness, low sales efficiency, manual transaction process are crucial factors in improving the sales productivity in wealth management business. The research identifies critical bottleneck and inefficiencies in the existing sales transaction process. Based on the insights gathered from the analysis, it reveals that the role of digital tools and technology which integrated with the wealth system could streamlining the sales process and crucial in improving the sales productivity. This research provides valuable insight for the bank and similar industry in emphasizing the need to align digital sales strategies with the sales process model. The insight not only answering current sales productivity issues, but also improving customer satisfaction and operational services in digital customer engagement. The research findings offers a digital implementation strategy for Bank Oranye to improve their sales productivity.