Wells Fargo Sales Strategy: Good Intentions Gone Bad

Wells Fargo Sales Strategy: Good Intentions Gone Bad

Wells Fargo

Marty Cohen, believed by many in the retail banking business to be the guru of sales training and sales culture, heralds “consultative, ethical selling is the highest form of service” as one of his principles. Wells Fargo forgot that. I’m no longer in the banking business, but I hope that my peers who still are will remember Marty Cohen and Anat Bird, and the principles they stand for.

By: Kenneth L. Turchi

Kenneth L. Turchi is assistant dean of finance and administration at the Indiana University Maurer School of Law. He was a senior vice president of First Indiana Bank in Indianapolis from 1994-­2004.

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