Growing your Financial Services sales team in a recovering landscape

February 20, 2024

With interest rates expected to fall and hiring activity on the rise, now is the time to take a strategic approach to expanding your team.

As the winds of change blow through the financial services industry once again, hiring managers face a pivotal moment in shaping the future of their firms. With interest rates expected to fall and hiring activity on the rise, now is the time to take a strategic approach to expanding your team. Here, we offer insights and considerations to guide your decision-making process as you embark on the journey of growth.

Investing in client relationships

At the heart of any successful financial services firm lies a deep commitment to client relationships. As you contemplate expanding your team, consider the importance of a robust Customer Relationship Management (CRM) system and the diligent maintenance of client notes. These tools serve as the cornerstone of a relevant and personalised service, enabling your team to anticipate client needs, deliver exceptional experiences, and to cultivate long-lasting partnerships.

Sales and marketing synergy to drive productivity and revenue growth

In a landscape where every interaction counts, the partnership between sales and marketing is instrumental in maximizing productivity and segmenting clients effectively. Before expanding your team, reflect on the alignment of these crucial functions. Are your sales and marketing teams seamlessly integrated, leveraging data-driven strategies to engage clients with targeted messaging? By fostering collaboration between these departments, you can optimise your marketing spend, enhance client engagement, and unlock new avenues for revenue growth.

Strategic account management and nurturing relationships for long-term success

As you contemplate adding new talent to your roster, consider the division of roles between sales and account management if you have the budget and capacity. Effective client relationship management extends far beyond the initial sale, requiring ongoing cultivation and strategic account management. By delineating responsibilities and dedicating resources to nurturing existing relationships, you can ensure client satisfaction, drive retention, and uncover opportunities for upselling or cross-selling, while your sales team focuses on prospecting and expanding your firm's reach.

Scalable sales processes for sustainable growth

Before embarking on the journey of growth, take stock of your sales processes and procedures. Is your sales process well-defined, adaptable, scalable, and documented? As you expand your team, it's essential to establish clear milestones, implement standardised procedures, and leverage technology to streamline operations. By doing so, you can drive efficiency, reduce inefficiencies, and accelerate revenue generation, setting the stage for sustainable growth and long-term success. In our experience, a well defined process helps to speed up on-boarding and improves integration so that new colleagues add value quicker.

Strategic considerations for growing your team

As you contemplate expanding your team in the evolving landscape of financial services, we encourage you to reflect on these strategic considerations. By investing in client relationships, fostering synergy between sales and marketing, implementing effective account management practices, and defining scalable sales processes, you can position your firm for success in a competitive market. As you chart the course ahead, may these insights guide your decision-making process and pave the way for continued excellence in client service and sustainable growth.

For more information of Fram’s Sales & Marketing Practice please contact Chloe Tillman at [email protected] or call 01525 864 372.

About Fram Search

Established in 2010 by Simon Roderick, a recruiter with 20 years City recruitment experience, Fram Search is a specialist financial services recruitment consultancy. We focus on permanent and interim recruitment in the UK & internationally.

Our Sales & Marketing Practice provides high quality contingent and retained recruitment services to boutiques and global brands. We have long established relationships, outstanding market knowledge, and access to deep talent pools. Fram takes a highly consultative approach, combining outstanding tech with a human approach. We are proud that our contingent fill rate is nearly three times the industry average and we augment our retained search methodology with rigorous psychometric testing.

We take ESG seriously, we are champions of diversity and all staff have undertaken unconscious bias training. We also carbon offset.

Please contact us on 01525 864 372 / [email protected] to learn more.