- When it comes to converting sales opportunities, the impact of specialists is undeniable, particularly with complicated alternative offerings.
- But as firms contemplate the expansion of specialists into product-specific sales teams, it’s worth remembering that advisors overwhelmingly prefer one point of contact, as reinforced by our forthcoming Wholesalers: The Advisor View.
- Distribution leaders understand that regardless of the wrapper, success will ultimately depend on the strength of a highly skilled field sales team with strong product knowledge.
