SS&C Blog

BLOGS. January 4, 2024

Is Selling Mutual Funds Really a Relationship Business?

Put two or more sales managers in a room for more than 10 minutes and one will say, "At the end of the day, this is a relationship business." Some might view that phrase to mean, "Every business is a relationship business." But what if a client asks for an analysis showing the concentrations of sales at the top five offices in each of their sales territories? What would that stat tell you about your business? Mutual funds sales concentration is higher than most industries. One study, "Industry Top Offices for Mutual Funds," showed that mutual funds sales don’t quite fit the 80/20 rule—it’s more like an 80/10 rule (80% of sales from just 10% of offices). But, how concentrated could sales possibly be at just five offices in a territory?