Compensation for Institutional Sales
The often active discussion around how to best compensate institutional asset management salespeople seems to have heated up even more recently, based on conversations we’ve had with managers and executive recruiters. Coming out of the crisis there is a keen focus on business growth. Managers have a sense of urgency around sales, and therefore want to compensate individuals heavily on near term sales.
While it is understandable that managers want to get their client growth back on track, it is always important to balance that need with sustainable longer term growth activity. Also, compensation systems for salespeople are not as simple as determining whether they should be commission based or objectives based. Many factors must be considered to properly balance short and long term goals. These include firm size and maturity, product menu, and the size, breadth and depth of the sales organization.
Add comment June 16th, 2010
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