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.
Asset managers are staring down many challenges with change an inevitable conclusion to the status quo. As the business changes, the role of the wholesaler is changing as well. We are seeing that wholesalers are now salespeople, becoming top-class consultants providing advisors with holistic solutions. Out goes the VP of Sales, in come the Advisor Consultants, Investment Consultants, Market Leaders and other recently reformed wholesalers vying for the hearts and wallets of the financial intermediary community.
Despite the newly designated titles, they still are expected to sell and meet production goals! Additionally, many wholesalers have matured and sharpened their skills from an era where brokerage business that commanded a completely different relationship than today’s advisory business. On top of that, technology is augmenting intuition and gut instinct, providing accurate detail on advisors practices, portfolios and preferences. With an eye on increased efficiency and effectiveness, data has quickly become a... [read more]
Remote work is on the rise. In 2017, a Gallup report showed 31% of American workers are working remotely 4-5 days per week, up from 24% in 2012. While the asset management industry, as a whole, has been slow to embrace this trend, most distribution organizations have a sizeable team of remote employees already – namely, their external sales force. As asset managers grapple with the challenges of hiring and retaining strong talent in an increasingly cost-conscious environment, some firms are beginning to evaluate the pros and cons of expanding remote working options beyond the field sales team. Firms with internal teams headquartered in regional centers often struggle to find enough talent to fill vacancies, while those based in large financial centers must compete aggressively on compensation to attract and retain top performers.
Remote-based internal sales teams could provide a solution to this problem. Beyond lowering... [read more]
In 2011, Institute for the Future (IFTF) – an independent, nonprofit strategic research group published a set of ten skills necessary for workers in 2020. This list is still relevant today and can be applied to workers of any stripe, but they are particularly interesting when applied to the modern salesperson at an asset manager.
Here are just a few of the skills and how we think they are relevant to asset manager salespeople today and in the coming years.Sense-making
Sense-making is the “ability to determine the deeper meaning or significance of what is being expressed.” For a salesperson, this might include the ability to determine a more in-depth understanding of their prospects and customers by interpreting and analyzing data from disparate sources.
We believe understanding Business Intelligence data and reports, for example, will increasingly be a necessary attribute of the sales role. Data... [read more]