Rebirth: Stockbroker, I have market data

Chapter 473: Self-cultivation of sales staff

Of course what Xiao Jin said was not nonsense.

Because private equity funds mainly face two types of customers: one is high-net-worth individual investors. These customers usually have their own investment ideas and are not easily influenced by others.

The other type is institutional investors or channel parties. These customers have a more systematic and professional understanding of private equity funds, and even have special investment committees to make decisions about whether to buy or not to buy.

Generally speaking, a qualified private equity fund salesperson must be no less than an ordinary researcher at an investment institution. At least, the salesperson needs to have an in-depth understanding of attribution analysis, asset allocation and performance evaluation of private equity products, and be able to make the target Customers develop trust and recognition of their ideas.

If he can do the above and accumulate a certain amount of high-net-worth client resources, the salesperson's path will become wider and wider. In the private equity fund industry, there will certainly be no shortage of money.

Financial product sales personnel have also become the fastest positions to achieve financial freedom.

Take securities companies as an example. If homogeneous competition is serious, some securities companies are researching a unique sales revenue model to give full play to their advantages and potential.

In the financial industry, the attractiveness and potential of sales positions are gradually becoming more and more prominent, precisely because the sales revenue model has certain differences. Of course, these differences are beneficial to sales personnel.

The salary composition of financial sales positions is mostly basic salary + sales commission + incentive bonus + expense allowance + welfare subsidy + year-end bonus.

Like most industries, private equity sales are remunerated based on base salary + commission.

A common reference standard for commission is one thousandth to five thousandths of the new sales volume in the year. In other words, if a private salesperson can sell 10 billion yuan a year, his bonus for that year will be considerable. .

Xiao Jin dared to give one percent, or ten thousandths, to this. Such a sales policy was undoubtedly very attractive.

For sales, their income depends on many factors: the contract with the official seal, the employee handbook that almost no one reads from cover to cover, the company's performance, and the boss who has the final say.

In addition to the above, financial sales positions also have various subsidies and other benefits. The year-end bonus for the head can give 6-12 months' salary.

If it weren't for Evergrande Securities, Xiao Jin would have really dared to give year-end bonuses to the sales staff at the Fuxing Middle Road Sales Department, because it is the efforts of the sales staff that allow back-office employees to receive performance-based pay.

This is different from branches and the newly established Pudong Sales Department, because their performance is formed historically. They are not all customers brought in by sales staff. Many of them are customers who come here because of their reputation. They are a monopoly on brands and industries. result.

The salary of financial sales positions is more market-oriented, so you can see that some sales practitioners with strong abilities can get very high annual salaries.

Therefore, financial sales positions are now considered one of the fastest careers to achieve financial freedom.

However, it is not easy to obtain high income. Financial sales positions require good sales skills, market insight and interpersonal skills. Only salespeople who can establish solid customer relationships and achieve sales targets can obtain generous returns.

It is worth mentioning that sales positions not only focus on short-term income, but also on long-term cooperative relationships with customers. By providing customers with high-quality financial products and professional services, sales staff can accumulate more customer resources and further expand business scale. , thereby achieving continuous growth of wealth.

Sales in the financial industry, especially those at the institutional end, have a high-end customer base, a high commission ratio, and generous reimbursement rights for travel and entertainment expenses. It can be said that the life is exquisite and the status is gratifying.

You must know that sales is the department that directly generates profits. In almost all companies, it is one of the departments that is most valued by the boss.

This emphasis means salespeople will have more resources and room for advancement.

A sales position is a profession where you can accumulate human resources, especially when facing high-net-worth retail customers. These customers are not only your sales targets, but also valuable human resources in your career.

For example, the owner of a real estate company may be your client. Once you like the real estate owned by his company in the future, you will have the opportunity to buy it at a preferential price. There are too many situations like this.

The work intensity of sales positions is relatively low and the intensity of overtime work is less. Compared with investment bank undertaking positions and securities firm research positions, the working hours of financial sales positions are more free and flexible.

Compared with investment bankers who are either on a business trip or on a business trip, financial sales positions generally work less overtime and travel less.

Take institutional sales positions as an example. Institutional sales positions in some public funds do not require working hours. If employees are not scheduled to meet with clients, they can arrange their time freely.

Investment bankers often need to follow projects and travel for long periods of time, and many companies divide customer resources by region to reduce the frequency of business trips for sales employees.

However, not all sales positions are good positions, such as bank account managers, most insurance brokers, etc. This is also the reason why sales people do not have a good reputation. We need to keep our eyes open and look for some cost-effective positions. Position.

Xiao Jin made this point clear to everyone, and they even agreed with Xiao Jin's statement. Although they are both in financial sales positions, the things they do and the treatment may not be the same.

And next, what kind of abilities are needed to enter a financial sales position?

According to the collection of information from public channels, most of the candidates interviewed for the investment research position of a leading public fund have a master's degree in Qingbei FDI/Hong Kong Three Schools/Ivy League School/Oxbridge LSE, etc. + a strong undergraduate degree of 985.

For its institutional sales positions, there are cases where two non-bachelors + two financial and one trade masters were interviewed, but this does not mean that it is easy to get a sales position offer.

In leading institutions, the financial sales job fair focuses more on assessing candidates' social skills, resource integration skills, product design skills, and investment research skills. Students need to make targeted and careful preparations to successfully pass the assessment!

In the financial industry, as long as you are professional enough, you really don’t have to worry about customers. You may even say that you can’t meet all of your customers. Customers will beg you if they want to buy your products.But if you are not professional enough, customers will not give you time to listen to your marketing.

So you will find that institutional sales and channel sales in the financial industry now require everyone to have higher and higher academic background and professionalism.

For example, the channel business sales team members of a leading brokerage firm all have bachelor's and master's degrees, graduated from the top 50 universities in QS, and even have many years of experience in foreign investment banking.

Only those with such a background can join the channel business sales team of this leading brokerage and do their channel business sales.

For another example, private equity sales depend more on whether you are confident enough in your own products, whether you know enough about them, and whether you can clearly explain the business attributes of your own organization to others. If not, then you will definitely not be able to sell anything. Well.

In addition, securities companies are now also starting to engage in investment advisory business, requiring practitioners to have an investment advisory certificate. Without a certificate, without verification, and without supervision, you will definitely not be able to practice.

Generally speaking, for financial sales positions, resources are one aspect, and even for job hunting, they are not the most important. Professionalism is the key.

As for sales, the most important thing is of course KPI, being good at dealing with people, and finally, everything is based on performance. If you are outgoing, good at getting along with people, and have good stress resistance, then sales is a position that is very suitable for you.

The level of specialization in the financial sales field is also increasing. Financial institutions have higher requirements for the professional knowledge and skills of sales personnel, requiring them to understand products and markets and provide customers with comprehensive financial solutions.

After saying this, Xiao Jin looked at everyone, and everyone's eyes were shining. This is what Xiao Jin wanted, and peace seemed to be unable to give them such encouragement.

......