Feb 2, 2021

The need for a more data-driven approach to sales

We hear two questions in almost every conversation with clients:

  • Where is our firm winning/losing the most?
  • What are the winners in the space doing?

These questions target integral aspects of assessing the efficiency and effectiveness of their organization's distribution efforts; but, without being appropriately framed to factor in their firm's value proposition, core competencies, platform placement, performance, pricing, distributor relationships, etc., these questions do not accurately evaluate their efforts.