Investment Managment

A Preconception Problem.

This national investment manager made a conscience decision to hire salespeople that were “self-starters” with the preconceived notion that a work force with drive and determination would lead to both an increase in sales and a lower cost to manage. What they failed to consider is how “self-starters” connect with others.

Unlocking Access

Through Sparkling’s analysis of their sales team combined with available research we were able to determine that the personality makeup of the their team left a lot of opportunity on the table. In fact, given how personality types mesh with others, we estimated that they were not putting themselves in position to successfully sell to a portion of the population that represented almost 3 trillion dollars in investable assets.