At the "lower" end, service and sales roles begin to blur, with automation and self-service facilitating—and accelerating—that transformation: for example, if a client needs help—often triggered by an event such as a death or a significant event in the markets—and reaches out to an advisor or the advisor's firm, should firms provide enough capability for clients to guide themselves to the right activity and service group?
As the wealth management industry continues to transform, answers to these questions and more will be unique to every firm. In the next article, we provide five key factors to help guide and plan your future with success.
Andy Davidson is the sales strategy leader for financial services at Anaplan, a leading software provider for a new age of connected planning. Steve Gresham is principal of The Gresham Company LLC, and has been focused on the transformation of wealth management for more than 30 years. Rohit Mahna is SVP and general manager of financial services at Salesforce, leading the company’s global strategy in the wealth management, banking, insurance and capital markets sectors.