Three Guidelines for Forecasting Sales Growth During Uncertain Markets

Posted by Jason Brown on Thu, Jun 27, 2013

Retirement services companies frequently ask us how to forecast growth and establish sales goals in times of market uncertainty. Growing assets under management (AUM) is, of course, of primary interest to providers of 401(k)s and other retirement services.

But when the market swings widely, as in the past five years, establishing AUM forecasts can be difficult.


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Changing Up Wholesaler Compensation: Four Alternatives to Paying on Net Sales

Posted by Jason Brown on Thu, May 16, 2013

Distribution leaders and industry consultants have been talking about the need for change in wholesaler compensation for the past decade, if not longer. Their reasoning has been sound: (a) compensation represents a significant fraction of distribution costs, and should be used effectively, and (b) the industry-standard plan (commission on gross sales) is not terribly effective.


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