For the last several months we have been discussing what forward-thinking advisers are doing to not only survive, but thrive, in the current market conditions. Change is upon us, and being proactive will be the only way to grow revenue and improve profitability. This leads us to improving sales management effectiveness.
Why? Because for most firms, it is one of their weakest skill sets, and it is one of the most important capabilities required to grow your practice. How effective are you personally at managing sales personnel? Or how effective is your sales management resource at managing sales activities? Do you have a sales management function?
