U.S.-Based Asset Management Company Redesigns Roles and Incentives for Internal Wholesale Desk

The Problem

An asset management company was facing growing pains on its internal wholesale team: Selling roles varied widely based on external relationships; salespeople were frustrated by lack of advancement; and overall productivity was stagnant. The company looked to ZS to help redefine the role and set expectations for career progression.

The Solution

ZS helped establish a vision for the internal wholesaler role based upon client and industry interviews as well as ZS’s experience. Among other achievements, ZS collaborated with the client to:

  • Define the internal wholesaler sales process, including modes of interaction with field-based wholesalers;
  • Establish new incentives and performance metrics;
  • Establish a career development path that was reasonable and appropriate.

The final deliverables were pressure-tested through a rigorous review and planning process that considered the impact on salespeople, customers and the company.

The Results

The client communicated the new role and expectations in conjunction with a series of new performance metrics. The client also instituted a new training and development program for select internal wholesalers that show potential for advancement.