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Thursday, June 6, 2024

Which Fundster Sales Specialists Are the Most Common?

Reported by Neil Anderson, Managing Editor

When it comes to hiring specialists for fundsters' sales teams, some types of roles appear to be much more common than others, according to new research from the folks at a consulting supporting asset managers.

Earlier this week, Matt Wassersug, research analyst at Fuse Research Network, unveiled new research on "the Essential Role of Specialists" in sales for asset managers. The findings draw on a Fuse survey of fundsters.

"The increasing complexity of asset manager offerings has led to a significant rise in the need for sales specialists in the distribution ecosystem," Wassersug writes, noting that the average firm employs 16 sales specialists. "FUSE expects the number of specialist roles to accelerate. As more managers recognize the impact specialists can have on the sales cycle, they are likely to hire more personnel."

Three sales specialist role types — investment specialists, due diligence or research specialists — are each included in more than half of asset manager sales teams, the researchers found. More than two-thirds of those teams (69 percent) use investment specialists, the most common sales specialist type. Other common (used by half of teams) specialist roles include sub-advisory, "portfolio construction sevices," and DC I-O.

Yet some sales specialists roles still aren't very widespread. Only 15 percent of asset managers have specialists focused on centers of influence, and only 27 percent have specialists focused on separately managed accounts (SMAs). 

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