Four Tips to Build an Incentive Plan to Support Your Evolving Sales Strategy

Posted by Brian Keating on Tue, Jun 26, 2018

Every year, insurance companies adjust their sales strategies and then add new components to their incentives accordingly. But sometimes, these changes are just “Band-Aids” and they don’t address fundamental issues. And as new components are added and incremental changes are made each year, sales incentive plans can become quite complex. Eventually, they can reach a tipping point when the incentive plans become too difficult for reps to understand—and therefore less capable of motivating reps to achieve the sales strategy’s stated objectives.


>
Read More

What Asset Managers Can Learn From Pharma About Product Launches

Posted by Brian Keating on Mon, Feb 26, 2018

How quickly an ETF, mutual fund or other investment vehicle reaches peak market share can have a massive impact on a company’s bottom line. In fact, according to ZS’s analysis of mutual fund launches between 2002 and 2012, reaching peak market share in 24 months instead of 36 could generate an additional $5 million in revenue for the average new fund, and up to $50 million for some larger funds in the first 36 months alone. But one question remains: How can we accelerate growth?


>
Read More

How Asset Managers Can Address Breakdowns in the Analytics Value Chain

Posted by Brian Keating on Fri, Aug 11, 2017

According to a recent study by Ignites Research, less that 20% of asset managers’ analytics teams’ time is spent on analytics, and only 63% of firms can turn the resulting analyses into opportunities or wins. Compared to other industries, asset managers are behind the curve in using analytics for sales and marketing enablement, but similar issues have persisted in other, more analytically mature sales organizations. Sales teams and marketers at asset management companies use investment analytic teams to support their decision-making, so when the sales and marketing analytics they receive don’t deliver the value they expect from other analytics teams, they’re less likely to tolerate it.


>
Read More