It’s Not You, It’s Your Onboarding – or Lack Thereof

Posted by Jason Brown on Mon, Dec 15, 2014

The other day I was reading an article in Selling Power about salesperson onboarding. Quoting heavily from Fusion Learning, the piece takes a training-focused view of the problem, though its observations about the importance of salesperson onboarding definitely resonated.


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Market Opportunity Alone Won’t Point the Way to Sales Growth

Posted by Jason Brown on Tue, Apr 16, 2013

Asset managers are gaining unprecedented insight into the performance of their retail distribution organizations. Just five years ago, they had visibility into only their own assets under management (AUM). It was difficult to know whether to attribute an increase (or decrease) in flows to the distribution organization or to a market shift.

But recently, companies like Market Metrics and Broadridge have introduced products that illuminate the total market and a firm’s market share by fund class, ZIP code and, in some cases, financial advisor or RIA. Market information like this can substantially refine how distribution organizations operate—but only if the information is applied correctly.


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