Prospecting: Still relevant, or consigned to history?


Thirty years ago, probably the only way to start your career in financial services as a financial adviser (aka company representative or salesperson) and to continue to survive was to prospect. Many contracts in the early 1990’s were based purely on the requirement to meet a sales target month in and month out. Failure to do so meant, for want of a better word, being “sacked”, and when there are bills to pay the fear of being “sacked” drives an individual to ensure that they are talking to enough people to make the sales needed. So you prospected, and that…

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About Author

I am a highly-versatile and forward thinking management professional with a history of successful delivery across more than thirty years’ in the Financial Services Industry. Core skills include assessing, training, coaching, process design and implementation, specialising in people, processes, and procedures within a Training & Competence or Learning & Development framework. Periodic writer for T-C

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