Despite UK bank-owned lessors appearing bottom of the pile in
terms of their sales benchmarking practices, they are among the
most productive of all leasing companies, according to latest
research.
UK bank-owned lessors provide the lowest salaries and bonuses
compared to those provided by captive lessors, independent funders,
and international banks.
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They also take the longest time to recruit new staff, provide
the least amount of staff training, and almost half of their staff
are looking for new jobs.
This damning research, published in a report commissioned by
Leasing Life (see pages 20-24 of this issue), reveals deep
holes in the sales operations of the leasing arms of UK banks.
Notwithstanding this, in terms of sales manager productivity, UK
bank lessors are the second most efficient, according to the
research, with each manager producing in income 10.1 times the
value of their salaries.
This compares with the most productive, UK nonbank owned
lessors, whose sales managers produce 10.8 times the value of their
salary. International bank-owned lessors are the least
efficient.
Besides paying their leasing sales staff the least in
Europe, UK banks also provide bonuses on average of just 26 per
cent of annual base salary, while manufacturer captives pay as much
as 66 per cent.
They provide on average three days of training per sales
staff member per year, compared with seven days at international
non-bank owned leasing companies.
