Mutual fund sales can be a great career opportunity for people interested in the financial services field who’d like to marry the analytical skills required to understand the products they’re selling with “softer” people skills needed to service their clients. For Robert Dickie, Vice President, Sales Operations at Lysander Funds Limited, that combination of skills – and a willingness to work hard, be flexible and think outside the box – have led to a successful career at a company he’s helped grow from both a staff and asset perspective.
“(Sales) is a position that allows you to have that critical insight into finance and the markets, while providing value to an advisor and their clients,” says Dickie, who covered both inside and outside wholesaling responsibilities and national accounts at Lysander before moving into his current role.
For anyone interested in a career in financial sales, Dickie says, there are a few things to consider:
Don’t be afraid of hard work
A key trait for anyone interested in a sales role is grit. “Life is never straightforward, so finding people who have the ability to work through the bad days and not just revel in the good days is important,” he says. “Especially in wholesaling, where often advisors may not want to talk to you, being told ‘no’ and being able to move on to the next thing is critical.”
Consider all you bring to the role
While it’s important to work hard and bring grit and determination to any sales role, Dickie says there’s another side to this area of finance – and it’s where candidates can let their personality shine. “We want people we hire to be a team player and share the firm’s vision. We’re a close knit-team and that’s perhaps something unique about our business – it’s very collaborative.” That relationship-building is an important skill both within the team (and with possible mentors within your organization) and with the clients you serve – so interpersonal skills are key at every level of sales.
Bring a service mindset and focus on relationships
Call it customer service or by any other name, but for a firm like Lysander, which works with advisors, it’s important to understand who the salesforce is there to help. “We work directly with advisors, and these advisors have entrusted us with their clients’ life savings. We seek to do our best to service those advisors, to provide information, and to directly answer any questions they have,” Dickie says.
Be adaptable and willing to pivot
The best salespeople are curious and looking to learn but are also adaptable. “Our organization, for instance, has changed a lot since I first joined. Simply being willing to help and providing value outside my day-to-day role has worked well,” he says. “Being adaptable to change, seeing the broader vision, and working toward that is important.”
Don’t discount transferable skills
For anyone interested in a role in sales in the financial industry, Dickie also says the “soft” skills – things like emotional intelligence, critical thinking and communications – can help candidates stand out, even if their financial experience is limited at the start. “My undergraduate degree wasn’t in finance, but it gave me a broader understanding of the world. Everything’s connected, so having that big picture view and critical thinking skills is valuable,” says Dickie, who completed several financial designations after his undergrad.
Looking back, Dickie says his career path has taken him places he wouldn’t have predicted as a university student, but that’s why it’s important for those just starting out to keep an open mind.
“When you’re younger, and especially if you’re not in a commerce or a finance program, you don’t really know about all the available career paths in this field,” he says.
“But being a bridge and translating financial knowledge into a message that’s easier to understand for the advisor and their clients is a very important skill. There’s lots of noise in the market, and it’s not easy turning that into something that’s relevant and timely for the advisor – especially today, when things are changing so quickly. Great portfolio performance is key, but if you don’t have the right team to service your clients you will only go so far.”
