Research Brief

Driving Growth with Data-Driven Territories: Setting up Your Sales Team for Success

As distributors rationalize their offerings and margins continue to decline, many asset managers are struggling to pinpoint opportunities for growth. Leading distribution executives are leveraging data-driven strategies to improve the efficiency of their sales forces, modernize engagement models and boost growth—focusing their sales teams on the high-value advisors and advisor teams they can effectively influence to do business with their firm. A formal territory optimization exercise can improve efficiency, growth, engagement, and focus for distribution. Optimizing territories can balance the opportunities available. Understand the process of running a formal, data-driven territory optimization exercise.

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