Cross Selling: What's Really Going On?

This report aims to explore banks’ current practices as they relate to cross-selling: whether banks assign explicit cross-selling targets to their sales staff; whether compensation in the bank is tied directly to cross-selling targets; the extent to which management and executive level staff are compensated based on cross-selling; and whether the banks have undertaken internal reviews of their own cross-selling practices in the wake of heightened government attention to the topic.