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Even as many firms are satisfied with their current level of sales activity, the headwinds to active asset management are strengthening. With the rise of passive investments, emergence of low-cost robo-advisors, changing demographics among the many challenges asset managers face ahead, the future of distribution will not look the same as it does today – and the sales organization needs to change to keep up.
Our latest report, A Modernized Sales Team, finds that from sales team organization, roles, and compensation, vital components of sales organization at asset management firms have remained largely unchanged for the past two decades. As the demands of the client-financial advisors continue to rapidly change, the sales force must modernize in response. Some of this can be done with data analytics, some by refining roles, some by aligning compensation to firm goals – all of it by a willingness to break from business as usual.
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Primary Audience: Asset Management leadership, Heads of Distribution, National Sales Managers, Research
DST conducted interviews with selected asset management distribution executives and analyzed 18 survey responses from national sales managers.
categories: national sales manager, national sales manager, advanced analytics