Your sales team should not spend their time hunting for opportunities – your historical sales data should be leading the way through advanced sales reporting. The right data analytics, visualization and prospecting tools can leverage your sales data to direct your sales team to the most fertile ground for growing AUM.
There are seven things your sales data could be telling you. They start with the very basics.
Who is buying and selling what product?
Omnibus data for mutual funds, ETF products, UCITS, and managed accounts is challenging to manage. Many firms, with mountains of sales data but inadequate sales reporting capability, still struggle to understand, at a granular level, some of the basic facts of their sales performance:
- Who is buying their products?
- Who is selling?
- Who are the top producers?
- How do sales stack up against that of competitors down to the firm, office, and rep levels?
A Coordinated Data Processing / Sales Reporting Regime
An expensive sales and marketing campaign can be largely wasted if the data collected is not fully leveraged to inform ongoing efforts. Poor data quality, outdated contact information, and inadequate sales reporting obscures what could otherwise be priceless sales intelligence.
To gain an advantage over competitors you need sales reporting that reveals the effectiveness of your sales and marketing outreach down to the details of your sales flows.
This level of insight requires advanced data cleansing, enhancement, sales reporting, analytics, and visualization to bring historical sales data to life, to highlight performance success, pinpoint top performers and aim sales teams squarely at the hottest opportunities. A coordinated data processing regime to optimize sales reporting is required.
- Data Cleansing for Complete and Accurate Sales and Asset Data
- Broker / RIA Contact Updates
- CRD Updates
- Data Enhancement Though Integrations with 3rd Party Providers
- Comprehensive Sales Reporting, Analytics, and Visualization
The result is sales reporting output that represents precision sales intelligence you can use:
- Top performing firms, offices and reps
- Buyer trends
- Comparative performance to competitors
- Opportunities to drive new business
Your data stewardship and sales reporting regimen improves its own performance with the data from every new campaign. Only a systematic sales data processing program that empowers comprehensive sales reporting makes this possible.
In Part 2 we will look at the critical question: “What’s been working?”
