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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