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Interesting piece. I particularly liked the focus on "Set high goals" - it sounds very energizing If there are case studies on how customers have been won on "after sales" rather than just sales, that would be very useful to know
There are so many case studies about selling well. There are good number of such studies where , the sales teams are rewarded well for their sales efforts well , too. But in case of mutual funds we only talk about only selling well and not rewarding well. Why not pay a perpetual trail ? Why some AMCs are trying to churn advisors? What to do with these case studies when , there is no good sustainable reward?