kasina has released a new report entitled Beyond the Numbers: Sales Compensation 2007, which sorts through common misconceptions about compensation for salespeople in the fund industry. Data was collected across six roles within the asset management firms – national sales managers, internal sales managers, external sales managers, internal wholesalers, external wholesalers, and hybrid wholesalers – and included both base and variable compensation. One of the most significant industry myths debunked by the report is the issue of annual turnover in the sales force. The kasina report found that sales turnover at present stands at about 10 percent a year, less than half the rate of the financial services industry as a whole.

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When it comes to sales compensation, it is not the size of the firm or the growth of assets under management that matter, according to a new study from kasina, a leading consultant to the asset management industry. The report, Beyond the Numbers: Sales Compensation 2007, examines many of the myths that have grown up around compensation, stripping away the misperceptions to provide a clearer picture of what firm’s are doing – and need to do – to more effectively manage this critical issue.

For the report, kasina interviewed 25 asset management firms representing a broad spectrum of industry participants. The characteristics of the organizations interviewed included:

 

Edited by: Erin Kello


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