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New CUNA OpSS Council White Paper Discusses Recipes for a Sales Culture

by Ken Anderson | Aug 09, 2013
Although the viability and definition of what a sales culture means in the credit union movement continues to be debated, many credit unions are working toward a "sales-as-service" or needs-based sales environment.

Although the viability and definition of what a sales culture means in the credit union movement continues to be debated, many credit unions are working toward a “sales-as-service” or needs-based sales environment.

A new white paper from the CUNA OpSS Council, “Recipes for a Sales Culture: How Credit Unions Blend Sales and Service” examines whether a sales culture is consistent with the credit union philosophy—in effect, whether there’s a difference between selling useful products and services to members and keeping their best interests at heart.

This white paper presents a variety of examples of how credit unions are structuring their frontline sales and service operations, implementing incentive pay and other rewards and recognition programs, and identifying sales goals and metrics.

CUNA Council members are eligible to receive complimentary copies of this, and over 300 other white papers; non-Council members may purchase white papers for $50 per copy.

The paper is available online in the white paper section of www.cunacouncils.org.