It’s one thing to do something well. But at Charter One, doing something well is not enough. We are continuously improving our systems, procedures and sales goals necessary to guarantee improved annual performance. Best practices, for example, are more than just encouraging the sharing of ideas to help lower performers meet their sales and other targets. Instead, we institutionalize the practices of our top performers and make their practices next year’s minimum expectations. As we continually raise our standards, we also are refining our training programs, sales platforms and sales management systems so that we can meet these new goals. We train and deploy sales teams for specific sales opportunities, and we methodically micromanage the entire process. Regular daily and weekly sales meetings ensure initial sales and follow-up calls are made. Successes are rewarded. Failures are analyzed so that we can bring to bear whatever additional resources are needed for the next sales opportunity. These same procedures are applied across all sales channels, including our branches, our telephone centers and our online bank.