We all know that the first step to capturing the opportunity available in a sales territory is having very good intelligence about that opportunity.
- Where is the opportunity?
- What products are driving sales?
- What types of advisors are buying products like yours at scale?
- Which firms represent the best opportunity for growth?
- What are your competitors doing and how does that compare to your production?
Asset managers work from focus lists or top products and tally up metrics like sales revenue and asset retention in an attempt to measure sales success and identify opportunities to improve performance. While much of the analytical work introduced over the last few years has refined sales strategy, what is often missing is the visual element: a quick and easy way to see what’s working, what isn’t, and why.
Figure 1: Sample territory overview dashboard view (concept) to illustrate the benefit of visually comparing your territories to each other.
Understanding your competition is paramount to success in selling.
Figure 2: Sample territory dashboard view (concept) to illustrate the benefit of visually comparing performance metrics against competitors.
Figure 3: Sample territory dashboard view (concept) to illustrate the benefit of visually comparing your performance against competitors in a sales territory.
Deeper analysis and the blending of metrics and analytics can show meaningful views of the industry. Being able to compare your production with competitors is critical for knowing where to focus your limited resources to yield the best results.
Being able to understand what data is available, how it can be used and how it can benefit your sales organization is just a phone call away. Reach out to SS&C to start the conversation about custom dashboards that help you identify your top-performing territories and how our Distribution Solutions can use data to move your other territories in the right direction.