Investor Economics Insight September 2022

Investment Fund Wholesaling: Changing With the Times

September’s Insight builds on the findings from the 2021 Wholesale Key Metrics Report. The article examines how asset managers are assessing their sales teams’ performance during the difficult past couple of years, while also looking to position themselves for the future. The study featured insights from sales leaders on the early impacts of the global pandemic and expected changes to the wholesaling model going forward. Surveying a cross-section of asset managers, the key metrics assembled from this effort revealed trends in staffing, sales levels, sales team activities, productivity, and investment priorities.