Wholesaler Sales Management
Overview
Greene Consulting offers a systematic approach to managing internal and external wholesale activity, production, and results. Without the ability to hold training participants accountable for the implementation of newly-learned skills and tactics, training in and of itself provides only marginal short-term results. Consequently, from our years of experience in this market, we have developed a structured sales management process that provides:
- Skill Development – Providing strategies and tactics to confirm and reinforce the requisite skills and knowledge for effective internal and field wholesaling and to assure alignment with the firm's goals, strategic initiatives, and distribution processes.
- Accountability – Implementing an accountability process to ensure application of the skills in the field and the corresponding behavior change.
- Measurement – Providing a framework to create, refine, and/or consistently implement diagnostic quantitative and qualitative metrics relative to sales production and a field-proven methodology to measure and assess the efficiency and efficacy of pipeline activities.
Additionally, we provide a two-day support training workshop that teaches regional, national, and sales desk management the application of these methods, while enhancing the management skills of delegating, coaching, teaching, and motivating. Post-training sales manager coaching is available to ensure the consistent application of learned skills in the field and the alignment of methodologies with the mutual fund firm's sales goals, strategies, and processes.
Target Audience
Internal and External Wholesalers
Structure
One or Two-day Program equipping Wholesalers with effective strategies for increasing distribution through a consultative Advisor engagement process.