National sales meetings are an annual (or biannual) staple of an asset management firm’s distribution organization. These events are often structured to reset the sales force on new strategy, focus products, and compensation plans. Instead, these meetings could be used to continually improve and build on ways to increase the effectiveness of the sales team in the field.
DST’s research, National Sales Conferences: A Catalyst for Improvement, looks at ways to ensure meetings make the best use of time for everyone involved – particularly the advisor-consultants who are taken out of the field for several days to attend them.
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DST conducted interviews with selected asset management distribution executives and analyzed 15 survey responses from heads of distribution and national sales managers.
categories: roundtable/events, national sales manager, distribution strategy
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