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True hybrids have tough marching orders. They need to do it all — phone calls, e-mail, voicemail, virtual meetings and face-to-face selling — with equal agility. The good ones use rich data intelligence and marketing savvy to match the right sales approach with the right advisors at the right time. And they must manage their time and expenses in the most productive way. That’s a tall order.

Here are six mistakes fund shops make when expanding their hybrid teams:

Listen to this interview by Brian Margolis where we dive into what’s next for the Internal Sales Desk. Best practices, worst practices and more!

The top wholesalers know that product is a distraction.

 If ‘Whaddya got’ wags your products tail, over time that dog don’t hunt.