Washington Bankers Association



EDP – Sales Performance, Expectations, Management ClassWorksheetGoalsManagersRMPB BranchCategoryLoan growthLoan feesPortfolio qualityDeposits CD Bus chk Per chk Bus MMDA Per MMDA Savings Brokered/FHLBService scoresSales per day#new chk acctsBase Level of performance before earning incentive(consider product profitability)Branch managersLoansDeposits (overall growth or by category?)Service scoresSales per dayNew checking accountsOtherPersonal BankersLoansDeposits (overall growth or by category?)Service scoresSales per dayNew checking accountsOtherRMsLoansLoan feesDeposit growth (overall growth or by category?)Loan quality Allocation of incentive dollars to specific products and servicesRetail banking - $400k per year/$100k per quarterLoan productionDeposit growthService scores# of new checking accountsSales per dayOtherCommercial lending - $225k per year$56.25k per quarterLoan growthDeposit growthLoan qualityLoan feesOtherPerformance ScorecardBranch ManagersKey performance categories (list below-think from a 10,000 foot view)_____________________________________________________________________________________________________________________________________________________________________Specific performance goals for each category (you should have 2-3 specific and measureable goals for each category for a total of around 7-9 maximum) list below by categoryWhat’s the weighting for each category and how will you measure performance? What’s the minimum acceptable performance? What’s an excellent performance? Identify the range for each.Sales and service protocols for the branchesSales Protocols:1234567Service Protocols:1234567Incentive Program ModelDesign of the program (discuss as a team)Payout factor for each element (discuss in class)LoansDepositsFee incomeetcotherotherCaps or holdbacks???CapsHoldbacksCompensation mix for each positionBranch ManagersPersonal BankersRelationship ManagersBase salaryBase salaryBase salary% earned via base salary% earned via base salary% earned via base salary% earned via incentive comp% earned via incentive comp% earned via incentive compFrequency of incentive payout earned and when $’s paid outBranch managersEarnedPaid OutMonthlyQuarterlySemi-annualAnnualPersonal BankersMonthlyQuarterlySemi-annualAnnualRelationship ManagersMonthlyQuarterlySemi-annualAnnualDoes proposed plan exceed compensation mix by position?Branch ManagersPersonal BankersRelationship ManagerPerformance ModifierCampaigns – how will you use them during the year?Recognition and reward programs – will you introduce?Aligning scorecards, incentives, and recognition and reward programs ScorecardsIncentivesRecognition and reward programsAssistance you will need from your business partners to make your programs come to life!TechnologyFinanceOperational supportFinalize your group presentationPrepare a 10-15 minute presentation on the recommendations from your group ................
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