What is the Sales Desk Evaluation Program?The Sales Desk Evaluation program monitors and evaluates inbound and outbound sales desk call activity between your internal wholesalers and the advisors selling your products. The program evaluates the internals ability to meet the advisor’s needs as well as their efforts to advance the sale by providing an exceptional consultative sales experience to advisors.
Randomly sampled calls are evaluated according to detailed criteria that look at the
intangible aspects and transactional requirements of each interaction, as well as the
sales opportunities inherent in each call.
Program participants are provided with industry benchmarks as well as the tools to
prioritize and improve sales support. Those firms attaining a high rating over the
course of a year receive public recognition in the form of a DALBAR Sales Desk Award,
the highest standard of excellence for financial-services Sales Desks.
What are the Benefits?
- An independent, expert third-party evaluation of inbound and/or outbound sales support to advisors
- Highlights strengths
- Identifies weaknesses and details actions for improvement
- Provides industry benchmark as well as pre-set award level benchmarks
- Supports the training and coaching of staff
- Provides a framework for sales desk management
- Provides a basis for incentive compensation for sales support to advisors
- Public recognition for industry leading performers
What does the Sales Desk Evaluation include?
- A monthly Performance Overview Report including industry benchmarks
and a pre-set award level
- A monthly Call Detail Report detailing each interaction evaluated
- Up to 2 hours of analysis by DALBAR’s Client Service Team each month
- Recordings of the calls evaluated during that period
- Participation in the Annual Sales Desk Management Roundtable
- DALBAR’s Sales Desk Award (if award benchmarks are exceeded)
What is the Cost to participate? There are two components to the Sales Desk Evaluation Program – Inbound and Outbound Sales
Support. The first component is an annual cost of $45,000 and the additional component is
$22,500.