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1. 1
Cross Sell
for Retail
Yo u r C o m p a n y N a m e

2. Agenda
Agenda 1
To generate 10 % growth in revenue generation by Q3 2019
Agenda 2
To introduce Cross Selling Technique
Agenda 3
Add Text Here
Agenda 4
Add Text Here
2

3. Table of Content
3
Where We are
› Financial Highlights
› Sales Highlights
› Current Sales Strategies
Where We Want to be
› Financial Forecasting
› Sales Projections
Where We Lack
› Flaws in Current Sales Strategy
› How to Overcome Flaws?
Industry Scenario
› Trends in Banking
› Key Statistics
STP of Customer
› Customer Segmentation
› Customer Targeting
› Value Propositions table
Cross Selling Strategy
Training and Budget
Challenges and Solutions
KPI Dashboard

4. Where We are
4
01
Financial Highlights
Sales Highlights
Current Sales Strategies

5. Year Over Year Financial Performance Highlights
5
The following slide gives financial highlights of the Bank performance in previous three years
2017 2018 2019
Operating Income $19.7 MM $15.4Mn $12.8MM
Net Income $9.2 $7.8 $6.4
Gross Margin% 83.7% 82.9% 80.2%
Operating Cash Flow $8 MM $6.3MM $4.9MM
Add text XX XX XX
Add text XX XX XX
This slide is 100% editable. Adapt it to your needs and capture your audience's attention.
KeyTakeaways
Net income of 2019 get
decreased by $1.4MM on
comparing with 2018
Add Text Here Add Text HereDecrease of $2.6MM was
recorded on comparing 2018
and 2019 operating income

6. Current and Previous Year Sales Performance Highlights
6
Sales Revenues decreased by 19% in 2019 as compared to 2018
$1,621,000
$1,185,000
19% decrease was observed in Dec 2019 on
comparing with sales generation in Dec 2018
Key Takeaways
Add Text Here Add Text Here
$1625
$1680
$1625
$1660
$1625
$1660
$1625
$1660
$1550
$1520 $1510 $1500
$1625 $1635
$1575
$1500
$1400
$1350
$1300
$1350
$1290
$1250 $1240 $1230
$1000
$1250
$1500
$1750
$2000
Jan Feb Mar Apr May Jun July Aug Sep Oct Nov Dec
SalesRevenue(InThousands)
2018 2019
This graph/chart is linked to excel, and changes automatically based on data. Just left click on it and select “Edit Data”.

7. Our Current Sales Strategies
7
This slide provides the glimpse of current sales strategy adopted by the bank along with conversion rate
Call
Centre
Representative offers various banking
products and services information through
cold calling
Through Net
Banking
Bank offers information about its products and
services to customers via electronic mode
Direct
Selling
Salesperson use direct selling to sell their
products and services directly to the customers in
meeting places such as offices and retail places
43%
27%
18%
Conversion
Rate
Description
Strategy

8. Where We Want to be
8
02
Financial Forecasting
Sales Projections

9. Current and Forecasted Year Financial (1/2)
9
This slide shows the current financial details and the forecasted one to be achieved in FY2020
Operating Income $12.8MM $19.9MM
Net Income $6.4MM $9.7MM
Operating Cash Flow $4.9MM $7.6MM
Add text XX XX
Add text XX XX
2019 2020
9
10
12
14
15
17
19
10.3
11.4
12.8
15.9
17.1
18.3 19.9
0
4
8
12
16
20
Q2 Q3 Q4 Q1 Q2 Q3 Q4
In$Millions
FY 2019 FY 2020F

10. Current and Forecasted Year Financial (2/2)
10
This slide shows the current financial details and the forecasted one to be achieved in FY2022
8.2 M
11.1 M
12.8 M
14.8 M
17.5 M
22.9 M
0
4
8
12
16
20
24
FY2017 FY2018 FY2019 FY2020 FY2021 FY2022
In$Millions
Operating
Income
Net
Income
Operating Cash
Flow
Add
Text Here
Add
Text Here
FY 2019 $12.8MM $6.4MM $14.9 XX XX
FY 2022 $22.9MM $14.6MM $12.6 XX XX
This graph/chart is linked to excel, and changes automatically based on data. Just left click on it and select “Edit Data”.
Actual Forecast

11. Current and Future Year Sales Revenues Projections (1/2)
Following graph shows the sales revenues generated in 2019 and projected one of 2020
$9289
$5367
4000
3600
2500
3500
3200 3300 3200
6000
5400 5500
5200
5600 5500
3500
4300
5000
4200
5000
5200
4000
5700
11000
9000
10000
11000
9000
10000
9000
11000
0
4000
8000
12000
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar
2019 2020F
SalesRevenuein$Million
This graph/chart is linked to excel, and changes automatically based on data. Just left click on it and select “Edit Data”. 11

12. Current and Future Year Sales Revenues Projections (2/2)
Following graph shows the sales revenues generated in current year and projected one of upcoming two years
This graph/chart is linked to excel, and changes automatically based on data. Just left click on it and select “Edit Data”.
1000
600
800
1000 900 800
1100 1050 1080
1200
991 991
1437
830
1437
1216
1619
1824
1434
1249
2251
1920 1915
17791813
3347
3124
4743
6759
3489
4172
5473
5128
4681
4939
0
2000
4000
6000
8000
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
2019 2020F 2021F
SalesRevenuein$Million
12

13. 13
03
Flaws in Current Sales Strategy
How to Overcome Flaws?
Where We Lack

14. This slide shows problems related to current sales strategy and their impact on bank performance
Flaws in Current Sales Strategy
14
Direct Selling
Internet Banking
Cold Calling
Wastage of time and money, when products or
services are offered to uninterested customers
Customers prefer to get banking services at a
physical bank location instead of chatbot or any
online platform
Customers reaction are not always friendly and
also some finds the unwanted calls annoying
Sales revenues generation
decreased by 5% in fiscal
year 2018
10% fall in Customer retention rate
Unhealthy Customer Relationships
Sales Strategy Flaws Impact
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15. How to Overcome Flaws?
Following slide covers the proposed solution for overcoming the issues faced in current sales strategy
Based on banking industry trends and key statistics, the best fit to improve our
organization performance is cross selling techniques
Firstly, we will do segmentation and targeting of our existing clients and
positioned various product and services accordingly
Secondly, we will introduce cross selling strategies in the
organization
Thirdly, we will give various trainings to our salesperson and
allocate budget accordingly
Add Text Here
Add Text Here
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16. Industry Scenario
16
04
Trends in Banking
Key Statistics

17. Existing Trends of Cross Selling in Banking Industry
17
Following slide shows different tools opted by banks for doing cross selling of products and services
To do Cross Selling, banks are now
using CRM tools for targeting
customers based on their lifestyles,
values, mindsets and providing them
desired outcome in real time
CRM Tools
Adoption
Banks are using Application Programming
Interfaces (APIs) in order to sell
complementary products and services to
their existing customers
Open
Banking APIs
Predictive customer profiles are being
made by banks using Artificial
Intelligence to enhance consumer
experience by suggesting products
and services as per their needs
AI-Driven
Predictive Banking
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18. Statistics Depicting Cross Selling Success
18
Purpose of this slide is to provide key statistics of opting cross selling techniques
30% of Banks have opted cross selling technique globally
in FY 2019
22% increase in customer conversion rate, when introduced in
banking Customer relationship management (CRM) system
43% growth was recorded in customer retention rate in
USA alone
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19. STP of Customer
19
05
Customer Segmentation
Customer Targeting
Value Propositions Table

20. $15,000 California Prefer Online Shopping American
$35,000 Ohio
Mostly Use Credit Card For
Purchasing
Canadian
$Xxxx Add Text Here Add Text Here Add Text Here
$Xxxx Add Text Here Add Text Here Add Text Here
This slide shows existing customer segmentation based on income status region lifestyle and nationality
Segmenting the Existing Customers
20
Married Professional
Empty Nesters
Young Professional
Retired
Customers Income Status Region Lifestyle Nationality
(Age>60)(18<Age<30)(30<Age<45)(45<Age<60)
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21. Purpose of this slide is to provide information about targeting Pros segment on prior basis and traditionalists on least basis
Targeting the Revenue Generating Segment
21
34% Traditionalists
Least in control of finances
and least comfortable
transacting online
17% Financial Stars
Comfortable with financial
self-management , but
don’t particulary favor
using digital channels
28% Digital Stars
Prefer to manage many
aspects of their life with
digital technology
21% Pros
Both digitally and
financially savvy
DigitalMaturity
SavyNotSavy
Financial Maturity
Not Savy Savy
Salesperson will focus primarily
on Pros segment for generating
maximum sales revenues
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22. Providing Value Proposition to Existing Customers
In the following table bank will offer ideal products to the customer based on their positioning
22
Key Segment Our Product Rationale of Product Offering
› Product A B & C
› Salesperson will offer Products A B & C to the customer belonging to Pros
segment as they can manage their own financial portfolio and are heavy users of
social media
› Product A & B
› A & B products are best fit for customers belonging to Financial Stars segment as
they have a rich knowledge and can manage their own finances
› Product B & C › Add text
› Product C › Add text
Pros
Financial Stars
Digital Stars
Traditionalists
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23. 23
07
06
Training and Budget
Cross Selling Strategy

24. 24
Cross Selling Strategy
The purpose of this slide is to provide the glimpse of different Cross Selling Strategies
Cross Selling Strategy
Encouraging Customer
to Spend More
Combine Products and
Services
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Based on
Customer Interest

25. This slide shows how a salesperson can suggest a product or service based on customer query
Based on Customer Interest
25
Customer Query Product/Service Strategy
37% customers enquired about loss
of credit card
17% of customers asked for trading
consultation
Add your text here
Add your text here
Insurance over theft or loss of
card
Trading Consultation Application
Add your text here
Add your text here
Salesperson will suggest the
customers to buy Insurance
whenever they apply for credit card
Here the salesperson will
recommend trading consultation
deal to the customers when they will
open trading account
Add your text here
Add your text here
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26. Following slide covers different combined deals a salesperson can offer to the customer
Combine Products and Services
26
Product 1 Product 2 Combined Cost Combined Deal Comments
Car loan of
$20,000
Accidental insurance of
$15,000 $35,000 $30,000
Customer will save $5,000 if
he/she will go for the
combined deal
Trading Account with $700
opening cost
Trading consultation service
of $400 (including portal
access)
$1100 $850
Customer will save $250 if
he/she will go for the
combined deal
Add text Add text Add text Add text Add text
Add text Add text Add text Add text Add text
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27. Encouraging Customer to Spend More
27
In this slide a salesperson can offer a tempting deal to the customer based on their requirement
Car insurance of $900
› On applying for car
insurance of $1100
› Bumper to bumper full claim
› 5% deduction in
autorenewal cost
› Add text
Gadget insurance of $100
› On applying for gadget
insurance of $150
› One-time screen
replacement free
› Add text
› Add text
Add text › Add text
› Add text
› Add text
› Add text
Add text › Add text
› Add text
› Add text
› Add text
Requirement Deal Benefits
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28. Cross Selling Training and Budget Allocation
Following table covers various cross selling training programs and budget allocation to each accordingly
28
Online
Webinars 3 Days $5000
$XXXX
Add Text Here
Technical Skills
Development Training
7 Days $9000 Add Text Here
Add text XX Days $XXXX Add Text Here
Onsite
Soft Skills Development
Training
3 Day $3000
$XXXX
Add Text Here
Add text XX Days $XXXX Add Text Here
Add text XX Days $XXXX Add Text Here
Type Duration Cost Total BudgetMode Comments
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29. Challenges and Solutions
29
09
08
KPI Dashboard

30. Challenges that Occur during Cross Selling Implementation
30
This slide covers possible challenges that can be incurred while implementing cross selling technique
Lack of Trust
10% of salesperson provides false information to the customer
in order to achieve their sales target
Insufficient Client Awareness
Its hard to uncover opportunities related to customer interest unless they are aware
about the products and services offered by the bank which fulfils their need.
Fear of being Perceived as Salesy
30% of customers hang up the representative call on suspicion of spam

31. Solutions to Overcome Implementation Challenges
31
Purpose of this slide is to provides preventive measures to every possible challenges
Challenges Solutions
Lack of Trust
By introducing a Client experience (CX) playbook to
provides a roadmap for employees
Insufficient Client Awareness
Active listening with constructive note will help the employee to
stay connected with client and educate them about right product
and services accordingly
Fear of being Perceived as Salesy
By pitching most of the products and services through
emails and other digital channels
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32. North
25
South
25
East,
25
West
25
Overall Revenue
Revenue Generation KPI Dashboard
32
1.7
2.8
2.4
2.6
2.3
1.5
2.8
1.5
2.8 2.7
2.9
2
$0M
$1M
$2M
$3M
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
BudgetRevenue
Actual vs Budget Revenue for High Worth Apr-2018-2019
Actual Revenue Budget
$0M
$1M
$2M
$3M
$4M
$5M
$6M
$7M
$8M
$9M
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Total
Revenuein$MM
Total Actual Revenue by Month
Revenue Comparison

33. Customer Retention Dashboard
33
Retention Rate
(12 Months)
Retention Rate
(6 Months)
60%
74%
77%
78%
0 20 40 60 80 100
North
West
East
South
By Region
63%
49%
70%
74%
77%
77%
87%
83%
85%
95%
0 20 40 60 80 100
Great Lakes
South West
Gulf
Northeast
Great Plains
Your Text Here
South Central
Mid-Atlantic
North West
Southeast
By District (Sub-Region)
73.3%
70.3%
75.4%
79.1%
75%
72.7%
73.3%
77.5%
81%
71.5%
75.5%
74.3%
70%
74%
78%
82%
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
12-Month Trend
Target (76%)
Total
(2018)
74% 94% 57%
Avg. Variance
from Target
+1%
This graph/chart is linked to excel, and changes automatically based on data. Just left click on it and select “Edit Data”.

34. Cross Sell for Retail Icons Slide
34

35. 35
Additional Slides

36. Cross-Sell Grid
36
Customers Cross-
Sell Penetration
Cross Bought/Sold Products
Acquisition
Product
Credit
Card
Current and
Savings
Deposits
Time Deposit Auto Loan Mutual Funds
Other
Investments
Home Loan
Personal
Loan
Credit Card
33,915 - 14,583 7,914 495 5,966 196 639 4,122
Current and
Savings Deposits
Time Deposit
Mutual Funds
Personal Loan
43% 23% 1% 18% 1% 2% 12%
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37. Our Mission
37
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Vision
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audience's attention.
Goal
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audience's attention.
Mission

38. About Us
38
Professional
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audience's attention.
Creative
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audience's attention.
Talented
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audience's attention.

39. Our Team
39
Designation
Name Here
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audience's attention.
Designation
Name Here
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Designation
Name Here
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40. Magnifying Glass
40
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41. Mind Map
41
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02
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01
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03

42. Financial
42
80%
Maximum
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70%
Medium
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60%
Minimum
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43. Post it Notes
43
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44. Idea Generation
44
Text Here
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needs and capture your audience's attention.
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45. Stacked Bar
45
9
15
18 20 21 22
25
30
34
10
15
17
23
26
31
34
37
40
5
15
25
35
45
55
65
Profit(Milliondollars)
Product 01
Product 02

46. Column Chart
46
2017 2018 2019 2020
Product 01 Product 02
Product01
Product02

47. Thank You
47
Email Address
emailaddress123@gmail.com# street number, city, state
Address
0123456789
Contact Number