It's a Hobbesian world out there for the sales team charged with selling asset management products. While it's the nature of a successful salesperson to work independently, focused on their own individual goals, they can be taught to work for the common good of the company. In fact, the winning firms will be those that succeed in aligning the interests of the individual external wholesaler with the strategic goals of the entire organization. Of course, there are many factors that go into creating a successful sales organization, but a motivated external wholesaler is certainly one of the most important.

So, what energizes the wholesaler in the field? Compensation is a primary consideration. Recognizing this, firms commonly seek to establish a clearly defined link between income and productivity in the form of sales goals and incentive pay. But money alone may not be enough.

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