In Baseball and Sales Analytics, 'Swing Changes' Are Risky Yet Rewarding

Posted by Jason Brown on Mon, Jun 18, 2018

Like most of my thoughts, this blog starts with baseball. It will ultimately lead us to sales organizations, analytics and the implications of next-best-action recommendations, but indulge me for a minute first.


>
Read More

Thoughts on Father’s Day, Financial Well-Being and Insurers’ Ability to Close the Deal

Posted by Peter Manoogian on Wed, Jun 13, 2018

This Father’s Day takes on a new significance for me, as my wife and I recently welcomed our son into the world.

Parents know that planning for a child involves countless purchases and, as a result, purchase decisions. Those decisions include longer-term family planning, and life insurance fit into that bucket for me. While I have group life coverage through my employer (Thanks, ZS!), I sought extra coverage for added peace of mind.


>
Read More

Can You ‘Nudge’ Salespeople Toward Higher Performance?

Posted by Jason Brown on Mon, Jun 11, 2018

We’re on a continual search with our financial services clients for new ways to elevate sales performance through means other than incentives. These efforts take many forms, from the traditional—such as training, coaching and territory management—to newer ideas, like data-directed selling. Often, efforts in the latter category come in the form of “nudges”: discreet attempts to change behavior, such as approaching one conversation differently, making one more sales call, or pursuing one more lead.


>
Read More

Why You Might Be Impeding Your Organization’s Analytics Success (Or, a Brash Memo That I Never Sent)

Posted by Rubesh Jacobs on Fri, Jun 08, 2018

I wrote this memo to a C-level client and (thankfully) never hit the send button. After you read it, I’m sure you’ll agree that coaching and feedback discussions are best had in person. Later, I did exactly that in a casual setting, but nonetheless wanted to share the memo, which offers my views on how leaders can accelerate that analytics capability:

 


>
Read More

Five Interesting Questions About Selling Roles, Compensation and the Future of Distribution

Posted by Jason Brown on Mon, Jun 04, 2018

Last week I had the pleasure of speaking at the newly renamed Investment Management Education Alliance (formerly the Mutual Fund Education Alliance) Distribution Summit. The hardest question I faced all day was one that I had to ask myself: How will I make it to New York during a weather apocalypse? But that was by no means the most interesting question I faced. Here are five thought-provoking questions that came up during our discussion of selling roles, compensation and the “future” of distribution:


>
Read More