An excellent, excellent article by Forbes writer Halah Touryalai, drilling down on Joe Sullivan's efforts to resuscitate Legg Mason, notes that Sullivan is moving away from the old channelized views of sales.

Sullivan, for instance, has developed new cross channel sales positions for areas outside of major cities.

Tom Florence of is another believer in shaking up sales models, as are the folk at Highland.

BlackRock has shaken up its model as well by merging the sales operations with those of iShares, providing RIAs with one contact for all of their products.

Of course, some folk still have respect for the channels, like Todd Cassler of John Hancock.

Are you thinking of crossing the channel? 

Edited by: Tommy Fernandez


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