• Senior Vice President of Sales Management
• Vice President Sales Management, Revenue Strategy Manager
• Revenue Data Analyst
• Revenue Strategy Banker
• Revenue Strategy Data Analyst

The executives and vice president direct the overall focus of the sales efforts at Capital City Bank. They ensure that client and associate needs are met as times change. This involves:

• Building confident sales associates
• Managing incentive plans
• Examining client demographics and needs to develop new products and services
• Compiling data reports and prospect lists for sales associates
• Ensuring managers coach associates, monitor their performance, and incorporate coaching observations into annual performance reviews
• Evaluating age demographics of external clients to match banking products and services with generational needs
• Cultivating a continuous qualified pool of productive associates
• Exploring ways to improve processes such as action planning, debriefing, and training

Revenue Strategy bankers are responsible for helping associates strategize, establish action plans, and execute corporate initiatives. The Revenue Strategy bankers work with associates in specified markets to provide quality assurance and technical assistance. Responsibilities include:

• Sharing best practices and effective sales strategies across markets
• Participating in action plan development and sales meetings to provide guidance and motivation for associates
• Coaching revenue associates
• Reviewing and analyzing line of business sales and Synapsys reports to maximize sales and service opportunities
• Helping revenue associates effectively use Synapsys data to profile clients and prospects
• Working with revenue associates to effectively use CPP to determine client relationship profitability and understand the CPP pricing model
• Establishing and communicating sales production goals for products and services

These reports detail a comparison of the sales goals and production of Capital City Bank revenue departments. The areas include:

• Capital City Investments, Capital City Trust, and Capital City Strategic Wealth appointments
• Loan production
• Loan fee income
• Deposit reports
• Past dues
• Performing loan growth
• Sold referrals to business line partners
• Credit card sales

Associates who meet or exceed quarterly goals on the scorecard are rewarded through incentive plans.

Client Pricing & Profitability (CPP) is a client relationship profitability tool that helps our bankers understand how profitable their client relationships really are. CPP provides the complete relationship that we have with the client, including all of their business and personal loans, deposits, credit cards, merchant services, wealth, and treasury management. CPP is available to guide your business development, client service, and retention efforts.

CPP Uses:

• Portfolio Reports available to understand who your profitable clients are
• Know how to protect our most profitable relationships
• Identify products to make a new relationship more profitable
• Target for Client Relationships – achieve 4 or 5 stars
  • 3 Stars – Profitable clients
  • 1 & 2 Stars – Unprofitable
• Useful for loan and deposit pricing, fees, waiver requests, and similar

A business loan prospecting tool used to assist our bankers in commercial and business banking client development. This tool is designed to help our associates build relationships, increase loan production, and prospect efficiently for new leads.

Available data:

• Business records with names, titles, emails, and phone numbers for key contacts
• Property & tax records
• Real estate sales and mortgages
• UCC filing information
• Regional and site demographics, including CRA rating

This tool allows more efficient prospecting and will also allow us to better monitor our competition.

Synapsys is an electronic client relationship management software. CCB implemented this tool in 2007 to streamline the client relationship management and sales processes. Synapsys helps sales associates provide excellent client service by allowing them to track progress on leads and reminding them when it is time to engage in their onboarding follow-up process.   

The "10-Second View" feature helps associates quickly see all the products and services each client currently uses. Additional Synapsys features allow associates to maintain records of telephone discussions with prospects and clients, track referrals, service events, and contact events. Business line managers and Sales Management bankers review reports to monitor associate sales and performance.   

To stress the importance of using Synapsys, Sales Management has adopted the tagline, "If it didn't happen in Synapsys, it didn't happen."

Developing additional relationships with existing clients is a vital sales strategy. Sales Management provides updated lists on a monthly and quarterly basis. Additional lists can also be requested from Sales Management as needed. These lists help associates cross-sell additional financial products and services and identify clients who may have additional financial needs. 

Here are some examples of the available proactive organic cross-sell lists:

Monthly Lists  

• New accounts lists of demand deposit accounts, certificates of deposit (CDs), savings, loans, and lines opened during previous month for review, calls, and officer code assignments.
• Prior Quarter new deposits with lender officer codes
• Lender loan and deposit portfolio reports

Quarterly Lists

• High balance account lists for personal and business accounts with average deposits and loan balances greater than $50,000 with officer
• High balance account lists for personal and business accounts with average deposits and loan balances greater than $50,000 without officers
• Loan clients without credit cards
• Loan only clients 
• Matured and maturing Home Equity Line of Credits (HELOCs)
• Maturing equipment loans
• New HELOCs
• Matured and maturing CDs
• Prior quarter new Auto Finance loans
• Prior quarter closed personal and business deposit accounts
• Prior quarter paid out loans

Lists pulled upon request

• Top profitable client lists
• Data mining reports
• Competitor lists

Sales Management works with Star University to provide sales training to help develop associates' selling skills. These training sessions provide associates with an opportunity to gain confidence and practice their skills in a safe environment. 

Training is developed based on input from management, Sales Management bankers, presidents, and lenders. The associates of Sales Management also work with the Marketing department to coordinate promotions, campaigns, and public relations opportunities for all lines of business.

The incentive plan helps motivate and reward associates who meet or exceed the goals on their scorecard. 

Incentives are available to presidents, business, community, corporate, and commercial bankers. Incentives are determined by comparing department and individual performance to bankers' goals.

Best practice documents are a compilation of the most efficient and effective ways associates sell Capital City Bank products and services. These documents include strategies and tactics associates have used successfully in the past. 

Best practices are provided on topics such as relationship selling, conversational techniques, credit card promotions and sales strategies, weekly sales, and service meeting guidelines, identifying business partner prospects, and planning and making successful business development calls.