Fuse Blog

The Essential Role of Specialists

The increasing complexity of asset manager offerings has led to a significant rise in the need for sales specialists in the distribution ecosystem.

  • Based on a FUSE survey, firms employ an average of 16 sales specialists.
  • 69% of firms have Investment Specialists, with a median of six full-time employees—the highest among all the roles.
  • It’s important to understand when different specialists can be most helpful in specific stages of the sales cycle. FUSE expects the number of specialist roles to accelerate. As more managers recognize the impact specialists can have on the sales cycle, they are likely to hire more personnel.
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