Sunday, April 23rd, 2017

Culture change for salespeople in the financial services industry: a past, present and future perspective

Based on anecdotal evidence, personal observation and experience, the authors examine the challenges still being faced by some of the UK’s leading financial institutions in the wake of the 2008 global financial crisis – specifically, their need to navigate high standards of ethicality in the way their sales operations are organised and executed while also maintaining their effectiveness. In the… 

Monday, July 6th, 2015

Fixing the broken financial services model

How can sales survive in a banking sector beset by scandal? Interest rate hedging products where businesses were mis-sold complex insurance deals… tax dodging… manipulation of the London interbank lending rate (LIBOR) to boost profit from trades… money laundering… the manipulation of foreign exchange rates by out-of-control rogue traders – these have been the scandals which for many have come…