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Retirement Plan Service Provider Internal Sales Desk Management Roundtable


Applying Market Intelligence To Uncover Business Opportunities And Win Cases In-Motion More Efficiently

October 2 - 3, 2018
Baltimore, MD

Hosted by: Legg Mason

Register* On-line

*Registration requires an invitation code

Request Invitation Code


Current Context

Sales and consultant relationship organizations are structured quite differently across the retirement plans industry. At some firms, the Internal Sales Desk (ISD) is primarily a sales support group, but a growing number of firms look at the team more strategically, looking for ISD staff to add value with territory analysis, opportunity screening, or advisor team relationship development. The Internal Sales Desk is also a place to develop bench strength, and many ISD staff are in hybrid positions, straddling internal wholesaler and external wholesaler functions. Changes in distribution driven by economic and regulatory necessity – advisor practice consolidation – mergers and acquisition – migration to RIA or Consultant models fuel the drive to a more strategic view of Internal Sales Desks.

EACH Enterprise is once again bringing together senior leaders to discuss sales desk efficiency and creativity. We will be continuing our conversations around team structure, technology, process and retention. We will look back at some of the disruptors and innovation that took place over the past year and cover new ground around consolidation and implementation.

In addition to the formal sessions we have scheduled, you will have time to catch up with your industry peers to connect and network. After the meeting, attendees will receive a one-page summary of insightful observations - ideas and practices for consideration.

Meeting Objective

Forum for internal sales desk managers of retirement plan service firms to address shared issues, major challenges and opportunities for enhancement, emerging industry trends and other topics of interest to attendees. Informal discussions are organized around topics suggested in the registration process.


Attendance is by invitation. The invitation is extended to heads of internal sales desks of retirement plan service providers operating in the following markets:

  • Corporate, not-for-profit, MEP and government
  • Across distribution channels (consultant, adviser, brokerage, TPA, bank, direct, agent and others)
  • Large and jumbo plans
  • Micro, small and mid-sized plans

Date and Time

Tuesday, October 2, 2018

7:00 p.m. -  Pre-event Networking Dinner

B & O American Brasserie
2 North Charles Street
Baltimore, MD  21201

Wednesday, October 3, 2018

8:00 a.m. - Breakfast
8:30 a.m. to 3:30 p.m. – Sessions


Legg Mason
100 International Drive, 4th Floor
Baltimore, MD 21202

Dress Code

Casual Dress for pre-event
Business Casual Dress Code for meetings

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Attendees will contribute to an ongoing dialogue about business processes, efficiency, performance, what is working, what has been tried – successfully or not to enhance the internal sales desk.

Two 90-minute timeslots for breakout discussion sessions moderated by EACH Enterprise Vice Presidents:

  • By hot topic (automation / technology AND, managing expectations /delivering on company goals)
  • By size band on team structure, tasks and process (Under $50 million / $50 million to $250 million / Over $250 million)

Value Add

Attendees will each receive a summary, one-page summary of insightful observations based on the ideas and best practices shared at the meeting. None of the content will be attributable to any one individual or organization.

If you wish to pursue the analysis further, you may request a confidential written opinion (3-page) -recommendations for your own firm, based on your organizational structure, target markets, and distribution context. Recommendations from a respected third-party can enhance the effectiveness of your team as you seek to implement a strategy that might be a departure from historical roots into new target markets or channels. Recommendations are based on Roundtable discussions, your input, supplemental data collection, and suggested edits.   The incremental cost for this confidential opinion is $3,700.


Wednesday, October 3, 2018

8:00 a.m.             Continental breakfast buffet

8:30 a.m.             Welcome, Introductions, hot topics of the day – Legg Mason

9:15 a.m.             Hot Topics

  • Managing expectations and goal setting
  • Territory analysis - tools, data sources, and distribution partners (other topics as suggested by attendees)

10:45 a.m.          Break

11:00 a.m.          Big challenges and solutions

12:00 p.m.          Buffet Lunch

12:30 p.m.          Moderated breakout sessions by size band- Team Management, Segmentation and organizational structure, recruiting, training, hybrid positions and career pathing, compensation, rewards and recognition.

  • Small and Emerging Plans
  • Mid-sized, Large, and Jumbo Plans

2:00 p.m.             Break

2:15 p.m.             Best and Worst Practices in Working Relationships with Advisors/Consultants and advisory firms - Plan sponsors, DCIO partners, Centers of influence

3:15 p.m.             Wrap Up and Next Steps

3:30 p.m.             Meeting adjourns

Hotel / Transportation

The recommended hotel is the Hyatt Regency Baltimore Inner Harbor.  For reservations please call the hotel directly at 1-410-528-1234.

Hyatt Regency Baltimore Inner Harbor
300 Light Street
Baltimore, MD  21202


Register* On-line

Registration requires an invitation code.

Request Invitation Code

Payments by credit card, debit card, check or bank transfer


Registration deadline: Roundtable
On or before April 30, 2018  $1250
After April, 2018  $1475

Cancellation Policy
EACH Enterprise, LLC will refund your entire meeting fee if you cancel on or before June 30, 2018.  For cancellations between July 1, 2018 and August 6, 2018, EACH Enterprise, LLC will refund your registration fee minus an administration fee of $300.  No refunds for cancellations after August 6, 2018.  In the unlikely event that the number of registered attendees falls short of expectations, EACH Enterprise, LLC will refund the entire registration fee.


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Phone: (860) 254-5046
Fax: (860) 838-2830
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EACH Enterprise, LLC
16A Pasco Drive
East Windsor CT 06088