- Why solo treasury sales calls underperform
- The org structure that makes joint calls work
- How to run a joint call
- How to track referral flow between bankers
The joint TMO and Relationship Manager call
Solo treasury calls leave money on the table.
A Treasury Management Officer can sell Positive Pay alone. It just works much better when the Relationship Manager is in the room. The RB has the existing relationship, the trust, and the door. The TMO has the product knowledge and the closing skill. Together, close rates climb significantly.
One community FI tracked this directly. When their TMOs joined RB calls on commercial prospects, close rates were notably higher than solo calls. One regional leader specifically called out a TMO being in the room as the reason a prospect signed up for nearly every treasury service offered.
The org structure that makes it work.
At the FIs that do this well, the structure looks like this: TMOs report to a Chief Retail Officer, with a dotted-line working relationship to Regional Presidents and the Relationship Managers under them. The TMO is not buried in operations. They're a sales resource the RBs can pull into any commercial conversation.
The TMO also sits in on RB pipeline reviews. When an RB reports on who they're calling, the TMO can say "I can help you with that one." That's how treasury opportunities get surfaced before the RB closes the loan and the deposit conversation goes cold.
"When you bring the Treasury Management Officer into that conversation, it just goes much, much better."
Chief Retail Officer, $1B+ community FI, 5 branches
How to run a joint call.
The RB opens. They own the relationship, so they set the room. The RB frames why treasury services matter to this specific business, then hands to the TMO.
The TMO runs discovery (covered in Lesson 3.2), not a pitch. They ask about the business's payment processes and vulnerabilities. Positive Pay comes up as the answer to a problem the business just described, not as a product being sold.
The RB closes or sets the next step. They own the follow-through because they own the relationship.
Track the referral flow.
Measure how many PP and treasury referrals come from Relationship Managers versus other sources. One community FI tracked just over 50 referrals in a single month, with more than half coming from relationship managers. That number tells you whether your joint-call motion is actually working or whether it's a slide in a deck nobody runs.
Get your TMO a standing seat in your Relationship Managers' pipeline reviews this quarter. That single change surfaces more treasury opportunities than any campaign.
What's next.
Lesson 3.2 gives you the discovery questions that open the Positive Pay conversation.