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Case study

Building a more valuable salesforce

A financial services company needed a more productive salesforce and asked us for help. We recommended best practices that helped the company hire fewer, but higher caliber, recruits, doubling the value of the salesforce. When rolled out to all regional offices, the program will substantially increase assets under administration.

  • min read

At a Glance

  • 50% proportion by which assets under administration would exceed current forecasts
  • 2x NPV (net present value) of salesforce

The Story

The Situation

MoneyServices*, a financial services company, needed to improve the quality of its sales force to successfully expand its product line and increase assets under management.

Our Approach

The Bain team conducted an internal and external review of best practices to maximize the value of each sales recruit.


Our Recommendations

Adopting best practices in recruiting, training and support of new representatives allowed the company to hire fewer people, yet create a more valuable class of sales recruits.

The Results

By achieving best demonstrated practices in all of its regional offices, MoneyServices can more than double the net present value of its sales force, which would result in assets under administration 50 percent higher than current forecasts and lead to significant stock price growth.

* We take our clients' confidentiality seriously. While we've changed their names, the results are real.


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