In a marketplace where product differentiation can be short lived, the opportunities for your business to truly differentiate its offering are becoming more focussed on the quality of the customer experience i.e. how well your Account Managers, face to face or telephony, deal with IFAs.
Time is money – it may be a cliché – but how can you be certain that your Account Managers are providing value to their RIs and as importantly, your Account Managers are getting a pay off for their investment?
Typical Issues |
Ideal Situation |
Good relationship with IFA firm/RI but poor business return |
Professional relationship resulting in predictable business support |
Account Managers viewed as product pushers by RIs |
Product presented as part of a proposition |
Lack of consultative skills |
Account Manager viewed as a trusted business consultant |
Little identification and application of best practice across the company |
Defined sales processes within best practice |
Inconsistent assessment of Account Manager in the role |
Performance measured against defined standards and behaviours |
Account Managers are subservient to IFAs – the IFA has perceived ‘power’ |
Account Managers with defined goals, confidence to negotiate; business managers |
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Momenta b2b provide framework support and training, which includes:
- Defined sales strategies to maximise pay off from time spent with IFAs
- Tools and processes to assist Account Managers with each sales strategy
- Training modules to support the implementation of Sales Strategies in a practical and ‘real world manner’
- An easy to use set of tools for Sales Managers to measure performance
We will work in consultation with you to tailor these processes and training to meet the exact requirements of your business. |
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