- Rising distribution costs, reduced advisor access, and the growing influence of centralized decision-makers are forcing distribution leaders to reassess the role, and effectiveness, of the internal sales desk.
- FUSE is encouraged by the shift toward positioning a highly skilled internal as the quarterback of one or more territories, using data and tools to drive efficiency, and partnering with externals to focus on the highest-impact opportunities to grow assets.
- Yet more than half of internal desks remain focused on scheduling, an expensive administrative task in a cost-constrained environment.
- True success requires challenging legacy practices and aligning how teams work with today’s realities.
