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"Tom has built up a great deal of experience and intellectual capital which I have seen him leverage to empower organizations to prosper and grow. His 20 years of service as a program manager in institutions of all sizes allow him to provide thought leadership around strategic development as well as tactical execution issues. If you are looking to transition your program to the next level, I recommend you make use of his services."

—Dan Arnold
Managing Director and Divisional President
LPL Financial Institution Services

Sales Territory Analysis and Goal Setting Formulas

Why This is Important to You

Understanding the opportunity cost associated with a particular sales territory or referral source is an important tool in determining the value of these key resources (which are unique to the wealth management business at financial institutions).

Sales Territory AnalysisThe absence of realistic valuation of these resources often leads to poor employee morale and underperformance.

Determining the drivers of performance associated with these resources will not only allow you to objectively assign goals and territories, but will provide a tool for you to accurately measure the contributions of these producers based on the opportunity presented them.

We often find that once an institution adopts this approach they realize that certain producers and referrers, while not at the top of the leader board, might well be contributing more based on their limited opportunity than those with a greater wealth of resources. Understanding this nuance allows you to manage your staff, referral sources and sales territories more effectively, while accurately providing perspective beyond pure revenue or referral output. Should you manage a six-month $200,000 producer with a single $25 million branch the same as a six-year veteran with an established book of business, five branches and similar production?

While this question appears rhetorical, we see few organizations that take the time to develop a formula that accurately guides them in the establishment of objective and realistic goals. These goals should be the cornerstone of your performance measurement metrics and extend beyond the producer to referral sources, branches, books of business and the like. Are you getting your full potential out of these resources? How do you know? If you rely on the basic benchmarks provided in most industry statistics, studies and comparisons, you are likely falling well short of accurately valuing your opportunity and deploying the necessary resources to realize your full potential.

How We Work With You

We apply our proprietary goal setting formula to the unique metrics driving your performance to develop objective goals that accurately define the opportunities associated with various resources at your disposal.

We help you use the formula output to manage sales territories, referral sources, job candidates, branch goals and employee performance.

Specifically, we determine whether you have the proper staffing levels to optimize the opportunities we identify. We help take the subjectivity out of setting goals, ensuring you reward those producers who maximize results based on the opportunities afforded them. This in turn, removes suspicion and concerns regarding how fairly individual employees, branches or referral sources are being treated in regard to goal and budget allocations.

Sales ManagementWhat This Means For You

  • Improved interdepartmental relationships
  • Improved employee morale
  • Optimized performance based on opportunity
  • A proven tool for managing existing sales territories and adding new ones
  • The ability to accurately and confidently articulate the opportunity to a prospective job candidate
  • Increased referrals
  • Better penetration of existing books of business, referral sources and sales territories
  • Increased non-referral related sales

Who Will Help You

Kane Carlton is a consortium of the best and brightest talent in the wealth management industry. This confederation of seasoned professionals combines decades of practical experience in highly specialized disciplines with a no-nonsense, innovative, results drivenfocus on a singular mission - to help you.

Tom Kane

Thomas C. Kane, Founder and Chief Transformation Strategist

Learn more about Tom and how his 35 years of practical experience in financial services can help you.



Why Kane Carlton

We help our wealth management clients make informed decisions by providing them with research, competitive intelligence, best practices and innovative, objective solutions designed to reduce costs, increase revenue and stay competitive. Yet, unlike pure consulting we pride ourselves on being on the field and in the game with you, focusing on implementing the work product we create.

We understand that the thin line separating a flourishing career from unemployment and a thriving franchise from a failed business is a combination of the decisions you make. So make your first decision the right decision—decide Kane Carlton.

Learn more about our firm and how we help financial institutions like yours optimize results in the delivery of wealth management products and services.

Who We Have Helped

See a partial list of financial institutions like yours that we have helped.

Where You Begin