Four Ways to Build a Sustainable, Winning Distribution Model

Posted by Jason Brown on Tue, Apr 09, 2019

I don’t make it a regular practice to feature the work of my competitors in this blog. But after reading the recent Distribution 2.0 whitepaper from Casey Quirk, I wanted to respond to a thought-provoking graphic that they shared. The graphic, shown below, looks at the six-year trend in asset management marketing and sales headcount, expense, and net contributions. In summary: the picture isn’t pretty.


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Has Key Account Selling Reached the Tipping Point When It Comes to Sales Comp?

Posted by Jason Brown on Wed, Jan 09, 2019

Recently, I was talking with a financial services leader about how his company’s large account sales process has evolved over the years. Among other things, his company sells investment and financial service offerings, such as U.S.-based 401(k) record-keeping, to very large companies where the buyer might be making a decision on behalf of tens of thousands of employees.


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Why Now Is The Time for AI-Augmented Distribution

Posted by Jason Brown on Thu, Jan 03, 2019

When I speak with heads of sales and distribution across financial services companies, one topic is consistently on their radar: using technology—artificial intelligence and machine learning, in particular—to enable their organizations. For some of these leaders, this topic is core to their vision of the future: They are already investing in new selling and marketing approaches and the technology to enable them. For others, it’s reluctantly on their agenda—the brainchild of some other leader who is promising transformational change—if only salespeople would follow the next best action.


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Discretionary Pay Is Not a Plug for Your Leaky Compensation Plan

Posted by Jason Brown on Mon, Jul 02, 2018

The other day I was speaking with a sales compensation director who had observed a peculiar correlation in her sales comp data. She compared the payouts that salespeople received for their quantitative bonuses—measures of direct sales results—to the discretionary payouts those same individuals received. Like many asset managers, this company uses a framework for determining discretionary pay but provides significant latitude to sales managers in deciding the actual rating for each individual.


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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.


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