Author: Allan Starkie

27 Sep

Posted at 16:09h in News

Allan Starkie’s article explores the shifting role of the wealth management sales force as it is forced to conform to the client-centric mold of the increasingly preferred advisory firms. ...

16 Aug

Posted at 16:11h in News

This article by Allan Starkie addresses the difficulties of how to measure the success of an institution’s sales force due to the lack of an identical platform to compare performance and offers an objective solution to this problem...

05 Feb

Posted at 16:12h in News

This article by Allan Starkie argues that the “million dollar producer” remains a myth and should not be used as an industry benchmark. It goes on to discuss the pointlessness of attempting to compare the relative success of professionals from differing sales models based on...