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Wealth management firms · Sales management

See which adviser's pipeline is stalling before the quarter ends.

Sales management for a wealth management firm means tracking every enquiry and adviser meeting in one place. That is what lets the firm see where mandates are stalling, not just how many closed last month. GullySales sets up the tracking and reviews it with you on a schedule.

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Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.

Realistic editorial illustration of wealth management firms at work in India

What sales management means

Sales management is the ongoing work of reviewing a sales team's pipeline, calls and targets, and stepping in on deals that are stuck. GullySales sets the review rhythm and the reports a sales manager needs to run this without relying on gut feel.

Also for wealth management firms

Sales and marketing for wealth management firms, the overview.

Last updated 8 Nov 2026. Rules for this trade differ by state and professional body, and they change. We describe restrictions in general terms, so check the current position with your own council or adviser before you publish anything.

For wealth management firms

Where it usually goes wrong, and what we would do.

  • “A stalled proposal is visible only if it is recorded”

    An investor who went quiet after a proposal three weeks ago should be flagged automatically, not remembered by whichever adviser handled it.

  • “One adviser's pipeline should not hide in their own notebook”

    When enquiries live in individual advisers' phones and notebooks, the firm cannot see where the real bottleneck is until a quarter is already lost.

  • “Review meetings need a place in the pipeline too”

    Sales management for wealth management is not just new mandates. A missed quarterly review is a retention risk that deserves the same tracking.

What we do

What we deliver for wealth management firms.

Every deliverable, what it covers for you, and the result it is there to produce. Nothing here is an extra.

  1. Shared pipeline for every enquiry and adviser

    A single record of every enquiry, meeting and proposal stage, visible across advisers instead of kept in personal notebooks.

    Result: You can see where mandates are stalling before they are lost.

  2. Stalled proposal alert

    An automatic flag for a proposal with no follow-up recorded after a set number of days.

    Result: A quiet investor gets a call before the mandate is lost.

  3. Review meeting tracking alongside new mandates

    Review meetings tracked in the same pipeline as new enquiries, since a missed review is a retention risk.

    Result: Existing investors get the same attention as new ones.

  4. Pipeline review with your team

    A scheduled session going through active proposals and where each one stands.

    Result: Nothing sits unattended between meetings.

  5. CRM setup sized to your adviser count

    A shared sheet or a proper CRM, chosen based on how many advisers are actually handling enquiries.

    Result: The system fits how your firm actually works, not an oversized one.

How the result is measured

  • Target achievement
  • Pipeline coverage
  • Stuck deals resolved

Recorded as a baseline before work starts, so every later report has an honest comparison.

Read the full sales management page

What the head of advisory reviews

Read these six things in the CRM before the advisers' pipeline meeting.

Referred investors not yet met
List referrals from existing investors and CAs with no first meeting fixed. Ask the adviser for a date, and thank the person who made the referral once contact is made.
Proposals awaiting a decision
Read proposals sent with no recorded response and the adviser who owns each. Call to answer the question the investor raised in the meeting, not to repeat the pitch.
Risk profiling and KYC pending
Check investors who agreed to proceed but whose risk profile, KYC or advisory agreement is incomplete. A mandate cannot start without them, so give operations a named list of files.
Portfolio reviews overdue
Pull existing investors whose portfolio review is overdue against what was agreed with them. A missed review gives an investor a reason to leave, so book these before new pitches.
Fee questions raised before deciding
Note every investor who asked about the advisory fee, exit loads or charges before deciding. If many ask the same question, put the answer in writing before the first meeting.
Investors who left and why
Record the reason when an investor moves money out: worry about performance, fees, a family decision or an adviser leaving. Read these with compliance before changing what advisers say.

Who it is for

This is written for these wealth management firms.

  • Independent practices registered as investment advisers
  • Registered investment advisory firms
  • Portfolio management services
  • Family offices
  • Mutual fund distributors
  • Insurance and wealth practices
  • NRI-focused wealth advisers
  • Retirement and pension planning practices

Not for

It is not the right fit if.

  • Your advisers do not log meetings anywhere, so a manager would have no pipeline to read.
  • You want to judge advisers on mandates signed alone, which pushes the wrong behaviour.

How it works

How the sales management work runs

The work itself, in order. How an engagement starts, from your brief to a written scope, is set out on our method page.

  1. 1

    Look at what exists

    We ask for the last few weeks of calendars, pipeline records and review notes, and find where the routine breaks.

  2. 2

    Write the routine down

    Slots, agendas, attendees and the records each meeting uses are agreed in writing before the first one.

  3. 3

    Clean the pipeline first

    Stage definitions are fixed and stale deals removed, so the first review is about real deals.

  4. 4

    Run or coach

    We lead the meetings, or sit in while your manager leads and give feedback afterwards.

  5. 5

    Deal with problems as they appear

    A slipping number is discussed at the next one-on-one with notes, not stored up for an appraisal.

  6. 6

    Hand over

    Your manager or owner takes the routine, with the templates and records, and we step back.

Where this fits

Three pieces of sales work, in this order.

This work sits inside sales management. A target, a review routine and someone who owns the number.

  1. Step 1

    Sales audit

    Find where deals are being lost and what to fix first.

    Start here if you cannot say where orders are lost.

  2. Step 2

    Sales process design

    One written way to sell, from first enquiry to repeat order.

    Start here if every salesperson sells differently.

  3. Step 3 · you are here

    Sales management

    A target, a review routine and someone who owns the number.

    Start here if the team has targets and no routine.

Tell us what you need Your brief is read before we call. Scope, fee and term in writing.

FAQ

Questions owners ask before they call.

Not here? More answers, or ask on WhatsApp.

Tell us what you need
What does the firm need to start tracking this?
A shared record of every enquiry and its stage works for a small firm. Above a handful of advisers, a proper CRM pays for itself.
How often should pipelines be reviewed?
Often for active proposals, less often for the wider view of enquiries, mandates and reviews due, on a rhythm agreed in writing.
Should the compliance officer sit in the pipeline meeting?
Ask compliance to join for proposals, fee questions and any complaint. Advisers under pressure to close may describe products loosely, and compliance hearing the pipeline discussion catches that early. Keep target talk separate from the compliance part.
How do I set targets for advisers without encouraging mis-selling?
Set targets on meetings held, risk profiles done, reviews kept and proposals followed up, alongside mandates. A target on assets brought in alone pushes advisers toward products that do not fit. Rules on adviser incentives differ by registration and change, so check yours with compliance.
How much does it cost?
There is no price list, because the work differs by business. The fee is scoped after we have read your brief and spoken to you, and put in writing before anything starts, split into our time, your media spend and production.
How long is the contract?
The term is agreed in writing after we have spoken, along with the fee and the reporting. It is never a default twelve months, and renewal is decided on the numbers against the baseline recorded at the start.
How soon will we see results?
It depends on the trade, the channel and what is already in place. After we have read your brief and spoken to you, we say what we would expect to move first and how it will be measured against the baseline. Nothing here is guaranteed.
Who will actually do the work?
The person you speak to before anything starts. We work from one office in Nagarbhavi, Bengaluru, with no account managers in between.
What do you need from us?
Your brief, and a conversation. After that, access to whatever this work touches, such as your website, your accounts or your enquiry record, and time with the people who handle your enquiries.
What if we are not happy with the work?
Tell us and the plan changes. Everything is reported against the baseline, so a number that is not moving is visible to both sides. The term is in your written scope, and the refund and cancellation policy sets out the rest.

From the blog

Further reading for wealth management firms.

All articles

More for wealth management firms

Everything else we would do for you.

Closest to this: sales craft

Also for wealth management firms

Or start from the overview: sales and marketing for wealth management firms.

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