1. EDP in Class Sales Management Assignment
Joe Zavaglia
April 2015

2. EDP – In Class Assignment
What do you need to prepare today?   
2016 goals for:
Branch Managers
Personal Bankers
Relationship Managers
A base level of performance for each position before they begin to earn incentive, and do you factor in profitability or not? (add 15% to goals)
Allocate incentive dollars to specific products and services
Design a performance scorecard for each position and include a performance matrix and how often you want employee performance measured
Develop sales and service protocols for each position
Design an incentive program for each position to include
The payout factor for each incentive element
Will you have a CAP and/or Holdbacks?
Make sure the proposed plan does not exceed the compensation mix for each position
How often you want to calculate and pay incentive
Whether you want to have a performance modifier or not, if so how will it work
Prepare your thoughts on the following:
How you plan to use Campaigns during the year
Will you have a Recognition and Reward Program for your bank?
What rewards will you recommend for both programs
Demonstrate how your scorecards, incentive program, and recognition and reward programs are linked together
Explain what assistance you will need from your business partners to make your plans a reality
Present your scorecards, incentive plans, and recognition and reward programs to the other teams (time permitting)

3. EDP – in Class Assignment

4. EDP – in Class Assignment
Retail Banking Matrix – Banking Center Manager
Sales Service Leadership/Op Excellence
Loan Originations – 20% Net DDA – 5% Ops losses/teller Differences – 2%
>$1.25mm = points 20% growth =4.5-5 points <100% = 2 points
$850m-<$1.25mm = points 15%-<20% = points >100% = 0 points
$700m-$849m = points 10%-14.9% = points
$600m-$699 = points 7%-9.9% = points
<$600m = 0 points <7% = 0 points
Deposit Growth – 25% CD Retention – 10% Audit Results – 5%
>$1.25mm = points 85% or more = 10 points = points
$1mm-$1.24mm = points % = points = points
$750m-$999m = points % = points = points
$500m-$749m = points 74-76% = points = points
<$500m = 0 points <74% = 0 points <74 = 0 points
Personal Sales Results – 15% Service Scores – 5% Sales Management – 5%
3.25 sales p/day = points 95%-100% = points subjective
sales p/day = points 90-94% = points
sales p/day = pts 85-89% = points Service Management – 3%
sales p/day = points 80-84% = points
<2.5 sales p/day = 0 points <80 = 0 points subjective
Employee Development – 5%
Coaching, mentoring & development of
your employees. Communicating change
effectively. Developmental plans in place for
all employees.

5. EDP – in Class Assignment – Alignment of Employee Focus
Scorecard
Categories
Goals
% weighting
Incentives
Payout vs. Base Salary
Recognition/Reward Programs
Cash/Trips/value