| Topic Name: |
SALES |
| Message Name: |
re |
| Date Posted: |
11/30/2003 |
| In Reply To: |
OK, I know salespeople are the mouth-piece of the traders, but is that it? What skills set and knowledge do they require? Do they need to look as good on paper (ivy-schools, 4.0) as their IBD counterparts? What exactly do they do all day, just tell clients what their analysts and traders have told them. It seems too easy, or am I wrong? |
| Message: |
RELATIONSHIPS! It's all about relationships. There are 100 salespeople across the country/world fighting to sell one client a similar deal on the same day.
Just because you are on a sexy desk at a BB doesn't mean that I am going to do business with you, you have to ADD VALUE to my bottom line.
You have to provide me with info that I can't obtain from the other BBs or Bloomberg... You have to offer me a slightly better spread than everyoen else. If you are really good you will have your assistant find out my finance's birthday and have flowers sent to her, with the card signed by me (possibly a slight exaggeration but you get the idea). If you are only a microphone for your research dept and traders you are dead wood!
Last but now least, you need to be able to build a book of clients by doing your own research and networking, the firm is only going to hand you so many clients on a silver platter and many of them will be the ones which they don't have a strong relationship, at least currently.
|
|
