Rebooting Sales Performance Management in Financial Services

I’ve been around the financial services industry for quite a while, almost 30 years. I started as a front-line advisor, then worked in various brokerage operational roles, before I got the opportunity to become the owner of a growing and successful advisory firm. Then, almost 20 years ago I joined Xtiva because I believed that […]

Merrill Lynch refocuses on performance culture

With a swift kick, Merrill Lynch is abandoning the aggressive recruiting behavior that has dominated their growth strategy for the past two decades and building a performance culture around sales, service and advice.

New Study: Sales Enablement Impact on Financial Industry Growth

Research will identify best investments for Financial Advisory Firms and Broker-Dealers New York, NY – January 31, 2017 — Xtiva Financial Systems is launching a major research project to examine the impact of investments in sales force performance made by wealth management firms and investment dealers. The research is expected to be updated annually with […]

Absolute Engagement: for business growth and happiness

The Pursuit of Absolute Engagement, the recently published book by influential wealth industry veteran, Julie Littlechild, offers a unique roadmap for advisors who want to take their business from good to great. A major transformation is underway in the financial services industry. Innovative technology is disrupting business models and changing the tools and strategies needed […]

6 Myths about Advisor Compensation

Advisory firms spend more money on compensation than on any other expense, so getting it right just makes good business sense.

The DOL and Sales Performance Management

The ‘DOL’ is a game changer. We just aren’t sure which game it is changing… yet. Like most, we believe that the DOL rule will be among the most material factors to impact the industry in the past 3 decades. However, unlike some, we believe the impact will be a balance of very near-term ‘fix/change […]