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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How AI-Augmented Distribution Models Turn Human Efforts Into Super-Human Results

Posted by Rubesh Jacobs on Tue, Feb 26, 2019

In a world where autonomy, mastery and purpose drive high performance, the very idea of a centrally directed automaton feels completely disjointed and jars the senses. How could we expect members of our sales teams, who grew up being told to think of themselves as CEOs of their territory, to do exactly what AI (or predictive analytics from HQ) tells them? Also, how can we assume that HQ knows best when it comes to client needs and preferences?


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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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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:


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Three Ways to ID Poor Sales Reps—Before You See the Numbers

Posted by Peter Manoogian on Tue, Apr 22, 2014

Anyone would agree that every sales team has a mix of stars, average performers and underperformers. Though it’s only mid-April, I’m sure that the star reps of every sales team have begun separating from the others on at least one, if not many, performance dimension. These top performers get ample attention from sales leaders—who provide them with the resources and support they need to maintain their productivity.


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