Increased Focus on Focus Advisors

December 21, 2021, Needham, MA – Asset managers continue to place greater emphasis on focus advisors partly due to better marketplace segmentation and use of data analytics to prioritize financial advisors. With that greater emphasis comes increased demand from sales management on the number of meetings they expect their external wholesalers to conduct with their top-producing advisors. According to findings from FUSE Research Network’s just published Sales Management 2021 BenchMark study, 88% of surveyed asset managers want their external wholesalers conducting between 11 to 20 meetings per week with focus advisors, with nearly half (47%) expecting 11 to 15 meetings, and another 41% reporting 16 to 20 meetings.

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