To provide our clients with high quality tailored consulting and research, we need to know the financial services industry and our clients. To build lasting and profitable relationships, we dedicate ourselves to staying not just current on, but ahead of industry trends. This blog is intended to share our industry insights and, at the same time, to capture feedback from our readers.
At asset management firms, one of the highest concentrations of young professionals can typically be found on the internal sales team. While complaining about young people (Slackers! Snowflakes!) is a popular and time-honored pastime amongst older generations, most internal sales managers know there is little to be gained from this attitude. Instead, smart leaders realize that the future of their business depends on finding ways to motivate, engage, and support these newer team members.
At DST kasina’s recent Internal & Hybrid Roundtable, participants discussed a number of creative strategies for keeping young sales professionals engaged. Here are a few ideas that were shared:
Mentoring and support: Some firms have official programs in which more senior colleagues mentor new internal salespeople. This provides support to the new salesperson but also gives senior internals an opportunity to gain more skills and responsibility. However, mentoring doesn’t always need to... [read more]
I’ve spent a lot of my time over the last few months thinking about the future of asset management and trying to understand how asset managers, and specifically their distribution organizations, can weather the forces that might disrupt the industry.
Trends in the industry will push and pull everyone in new directions. Some of these forces will have a revolutionary impact on the structure and operations of industry players, while others will shift the balance of power.
Within these forces are polarities: stricter regulation vs. deregulation, active vs. passive management, the needs of those who invest today vs. those who will invest tomorrow, the need for growth vs. margin pressure – to name a few.
There are many forces at play, and they each have implications for industry players.
A Lesson From Architecture
Buildings and bridges are designed to bend in the wind. Architects... [read more]
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