Gosling's Grouse: Why we need good salespeople in our industry

clock • 2 min read

In an era when driving down cost seems to be about the only thing everyone agrees on, it is no surprise we are seeing the not very slow death of industry salespeople.

What started in the immediate aftermath of Lehman Brothers' collapse continued with the arrival of RDR and, as a few 'old' sales directors have said to me: 'the good times are over'.  The 'good times' were when the adviser had the time to take meetings with business development managers (BDMs), had time for the odd lunch or round of golf, and had time to build-up relationships. Of course, the regulator has never recognised the value of relationships, because it somehow thinks 'relationships' are a clandestine form of financial services freemasonry to persuade unsuspecting members of t...

To continue reading this article...

Join Investment Week for free

  • Unlimited access to real-time news, analysis and opinion from the investment industry, including the Sustainable Hub covering fund news from the ESG space
  • Get ahead of regulatory and technological changes affecting fund management
  • Important and breaking news stories selected by the editors delivered straight to your inbox each day
  • Weekly members-only newsletter with exclusive opinion pieces from leading industry experts
  • Be the first to hear about our extensive events schedule and awards programmes

Join now

 

Already an Investment Week
member?

Login

More on Regulation

Trustpilot