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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Three Ways Predictive Analytics Can Live Up to Its Promise

Posted by Jason Brown on Wed, Sep 11, 2013

First used by asset managers to support direct-marketing campaigns, predictive analytics is steadily pushing into all aspects of marketing and sales, with an assist from Big Data. The subject gets lots of attention from asset management marketing and sales teams, and predictive analytics is a popular topic at conferences as new vendors emerge to tout their analytic systems.

But my sense is there have been at least as many failures as successes when asset managers have used analytic techniques to guide wholesaler-driven processes.


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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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Finally, the Perfect Advisor Contact Plan! If Only Our Wholesalers Would Use It

Posted by Jason Brown on Mon, Apr 01, 2013

Asset managers and insurers are increasingly equipped with the data and technology needed to evaluate—and in most cases, improve upon—the coverage their wholesalers are delivering. For segments of advisors, companies can determine how much wholesaler effort is too little (or too much) to maximize profits; in some cases, companies can identify behavioral shifts in advisors who might warrant wholesaler outreach to capitalize on an opportunity or protect existing business; and territory management and routing software can help optimize contact decisions on a quarterly, weekly or even daily basis.


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