How many referrals this week? How many referrals last month? How many referrals from tellers? From bankers?
Referrals. That seems to be retail banking's new motto. Referrals to premier bankers, to financial advisors, mortgage consultants, business. All customers can benefit from a referral; just get their consent or anything resembling consent. Branch and district managers are active at getting everyone in line. A team member is not producing enough referrals? That's a reason for concern--management needs to coach, needs to shadow, to document "opportunities". Individual metrics are reviewed, barely, some of them never because management skips over to get to referral numbers.
I understan this is important, but is the most important matter, or the one deserting most of the efforts?