Unlocking Sales Growth with AI-Powered Team Intelligence

by Nicole Callies​

Posted 3/1/25
1. What factors should companies consider when adopting technology to improve team management?

The main objective is to increase sales and marketing effectiveness.  This means that the technology should flawlessly aid the business in identifying and targeting the right teams –and individuals within teams – that are most likely to promote the firm’s products.   When adopting technology to enhance team management, companies should focus on three key areas: data accuracy, data granularity, and integration capabilities.​
•Data accuracy - it’s imperative that the contact information related to the team and individuals within the team be up-to-date an accurate.  Your solution must not only provide accurate contact information for the team, but also you need to be able to track individuals within teams.  Does the technology track tracks Advisors who are on multiple teams and follows advisors who move between teams and firms. 
•Data granularity - Another challenge some firm’s face is related to data granularity or what level information is the technology providing.  Does the technology allow you to see contact information for all team members including title/roles, areas of focus, social media links, etc., and even certain information on non-advisor Team members.
•Integration capabilities - the technology’s integration capabilities is another important consideration.  Is the Team information stand-alone or is it easy for the technology to integrate with a distribution reporting solution or to send to other systems like the firm’s CRM solution or a data analytics database.  One huge benefit of a technology that has the capability of integrating the Advisor Team data – and individual members of the Teams – with a sales reporting or CRM system is that you can see the sales and assets for both Team and the individuals that make up the team.
A solution like TeamIQ, developed by SFS and AccuPoint, ensures that firms have access to comprehensive, real-time advisor team structures, which is crucial for sales and relationship management. Additionally, companies should ensure that the platform integrates with their CRM and sales reporting systems—like MARS—so that team intelligence seamlessly supports their existing workflows. Finally, ease of use and adoption by sales and marketing teams is critical. A tool may have the best data, but if teams aren’t using it effectively, it won’t drive results.


2. What are the benefits of integrating team intelligence tools with existing workflow systems?

Integrating team intelligence tools with existing systems—such as sales reporting platforms, CRMs, and business intelligence tools—creates an enterprise view of the information and a single source of truth for sales and distribution teams. In can wreak havoc with a firm if the Sales and Marketing teams don’t trust the Advisor Team data – or if there’s a discrepancy between the Advisor Team data in their CRM system versus their Reporting system and they don’t know which set of Advisor Team data to trust. With TeamIQ, firms gain deeper insight into advisor team relationships, key decision-makers, and team structures, allowing for more targeted outreach. This integration leads to:​
•More precise territory management by identifying high-value teams.
•Stronger sales and marketing alignment, ensuring reps engage with the right teams, not just individual advisors.
•Enhanced client relationships by understanding the full team dynamic rather than treating advisors in isolation.
•Increased operational efficiency, reducing the time spent manually compiling team data from multiple sources.

​3.What are the key challenges in implementing team intelligence solutions, and how can they be addressed?

The biggest challenges in adopting team intelligence solutions include:​
1. Data Accuracy & Maintenance – Advisor Teams and the individuals within Teams can change frequently, and outdated data can lead to missed opportunities. TeamIQ solves this by leveraging AccuPoint’s continuously updated data, ensuring firms always have the most reliable team structures.
2. System Integration – Many firms rely on multiple disconnected tools, making implementation challenging. To address this, TeamIQ is designed for seamless integration with platforms like MARS, Salesforce®,  and Advisor Track CRM, reducing friction.
3. User Adoption – If sales and marketing teams don’t use the data effectively, the impact is lost. Training and demonstrating value through real-world use cases can drive adoption. For example, showing how advisor team insights lead to better-targeted sales efforts can encourage usage.

​4. How can companies measure the impact of intelligence-driven platforms on team productivity?

To measure the impact of intelligence-driven platforms like TeamIQ, companies should track key performance indicators (KPIs) such as:​
•Increase in sales conversion rates – Are sales teams closing more deals due to better-targeted outreach?
•Reduction in research time – How much time is saved by having accurate, structured team data readily available?
•Improved account penetration – Are reps successfully expanding relationships within advisor teams rather than treating advisors as standalone contacts?
•Pipeline growth – Are teams identifying new opportunities through enhanced visibility into advisor group structures?
By analyzing these metrics, firms can quantify the ROI of team intelligence solutions and refine their strategies accordingly.


​5. How does real-time team intelligence contribute to business growth and efficiency?

​Real-time team intelligence eliminates blind spots in sales and marketing efforts, allowing firms to:​
•Engage the full buying team instead of just one advisor, increasing wallet share.
•Prioritize high-value relationships by identifying the most influential decision-makers.
•Reduce inefficiencies by removing the guesswork in sales outreach, ensuring reps focus on the right prospects.
•Enhance collaboration across teams, ensuring marketing, sales, and leadership are aligned on relationship strategies.
With TeamIQ, firms gain real-time, structured visibility into advisor teams, which enables more personalized and effective engagement, ultimately driving higher sales growth and operational efficiency.


6. What future trends are shaping the evolution of AI-powered team intelligence solutions?

Several trends are driving the evolution of AI-powered team intelligence:​
1. Predictive Analytics & Machine Learning – AI will go beyond organizing team data to predict advisor behaviors, helping firms proactively target the most promising opportunities.
2. Deeper CRM & Sales Intelligence Integration – Solutions like TeamIQ will become embedded within CRM workflows, automatically surfacing team insights where sales teams need them most.
3. Enhanced Automation – AI-driven tools will continuously refresh advisor team structures without manual intervention, ensuring up-to-date intelligence.
4. Personalized Sales Recommendations – AI will suggest who to contact next, what messaging to use, and which teams to prioritize, optimizing sales efforts.
5. Expansion into Alternative Investment Markets – As interval funds, private funds, and other alternative investment vehicles grow, intelligence tools will adapt to serve these markets effectively.

​
Final Thoughts:

​TeamIQ represents the next evolution in sales intelligence, offering firms a complete picture of advisor teams in real-time. By integrating with systems like MARS, Advisor Track CRM, and other sales platforms, TeamIQ empowers sales teams to engage more effectively, increase conversions, and drive revenue growth. Companies that leverage real-time, structured team intelligence will gain a significant competitive edge in an increasingly data-driven sales landscape.
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AccuPoint & SFS Launch TeamIQ:
​
​The Most Comprehensive Advisor Team Data Solution
​

Posted 3/1/25
AccuPoint Solutions www.accupointsolutions.com, a leading provider of financial advisor and insurance agent data, has partnered with SFS, a fintech leader in sales reporting and analytics, to introduce TeamIQ, a comprehensive solution delivering detailed Advisor Team intelligence to the asset management industry. With TeamIQ, firms gain unparalleled visibility into Advisor relationships, enabling them to target the right individuals and maximize distribution efforts.

What is TeamIQ? A Game-Changer for Advisor Team Data
​
The SFS-AccuPoint TeamIQ solution includes Advisor Team information for all major wirehouses and provides critical information not readily available including:
•​Tracking of advisors across multiple teams
•​Advisor movement between teams and firms
•​Contact information for all team members
    •​Including certain non-advisor team members
•​Title/Roles and areas of expertise
•​Social media links for deeper engagement
•​and much more!

How TeamIQ Enhances Advisor Insights & Relationships

TeamIQ provides comprehensive Advisor Team data, offering firms visibility into an Advisor’s associations, team structure, and key decision-makers. This intelligence enables asset managers to refine sales strategies, strengthen relationships, and improve product distribution.
​"Since 2016 AccuPoint Solutions has been a leader in providing boutique and Fortune 500 asset management firms, insurance carriers, IMOs/FMOs, and industry service providers with digital distribution, data, and consulting solutions. Our partnership with SFS to create and deliver TeamIQ extends our capability to provide this unique product offering to the industry. TeamIQ will aid firms in identifying and targeting the right individuals within an Advisor team. This improves a firm’s ability to form relationships with the right Advisors, and with the individuals within a team that are most likely to promote the firm’s products."

Gary Weber
Founder & CEO of AccuPoint Solutions
​

"SFS has focused on providing innovative solutions to solve the industry and business challenges of Asset Management companies. Whether it’s through the capabilities of our MARS platform which is used by top 50 AUM firms to transform sales and asset data into actionable business intelligence or our Optimal Data service, SFS has been instrumental in helping our clients drive sales and grow assets. Our partnership with AccuPoint to deliver TeamIQ, complements the services we currently provide while creating a new and unique service which combines the technology and industry expertise of both organizations to address a challenge within the industry."

Aaron Wong
SFS MARS Product Manager
Unlock the Power of Advisor Team Data with TeamIQ

If your business struggles to track advisor teams and make data-driven decisions, it’s time to see what SFS-AccuPoint TeamIQ can do. Combining cutting-edge technology with industry expertise, TeamIQ provides firms with unparalleled insights to enhance sales strategies and relationship-building.

See how SFS-AccuPoint TeamIQ can transform your strategy! Contact us today to learn more

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