Question: Which behaviours in Sales and Trading are
exposing us most to risk, compared to competitors? Having identified that the Sales and Trading function represented highest risk, the bank sought to discover which underlying behaviours presented the greatest danger to its business. The company’s Talent Analytics Insight Report breaks down Resilience to Risk into four component behaviours.
Sales and Trading function Investment banking globally
Find out if your people can realise opportunities without
Decision quality
Following Through
Communication Quality
Setting the Tone
Answer: Your Sales and Trading staff are more likely to make evidence based decisions than your competitors (high Decision Quality), but far less likely to deliver to the required standards of quality, cost, or timeliness (low Following Through). To minimise risk, track compliance with the critical standards and procedures designed to ensure expectations are met. Ensure your policies, communications and talent management strategies address this issue.