For years the industry has used a single number— the average production of an Advisor in a Financial Institution—to assess an Advisor’s performance. All Advisors in a firm are measured against that single benchmark. But what about an Advisor with 2years of experience with the firm? Is that single industry benchmark useful? How about the Advisor with 15 years tenure?
The Kehrer Bielan Advisor Tenure Study enlightens that situation by giving Sales Managers and Senior Management the information necessary to compare the performance of each Advisor to a benchmark of Advisors with similar tenure. It increases management’s effectiveness because they are able to uniquely manage each Advisor relative to how much the Advisor should be producing because of experience with the firm, instead of one broad average.