Fuse Blog

Most Asset Managers Have Sales Enablement Groups

  • Asset managers have largely embraced “sales enablement,” a broad term for the functions that provide sales teams with content and guidance to optimize their performance. These groups often include business intelligence, as well as analysts and other professionals applying data and analytics to distribution strategy.
  • 72% of the 26 asset managers surveyed by FUSE and The SME Forum currently have sales enablement groups or departments that are heavily involved in such data efforts. Another 8% have sales enablement groups not involved with distribution-oriented data.
  • Firms that don’t use the “sales enablement” label still have personnel in various departments performing many of those tasks. But in recent years, managers have centralized these functions into a formal sales enablement unit, potentially boosting efficiency and raising the profile of this increasingly valuable part of distribution.
Blog 7.2.24