Effective inter-team communications can be a challenge in any business function. However, when it comes to sales-to-trader workflows in financial institutions the communications challenge is unusually difficult. This is because it is a tripartite affair. Not only do sales and trader teams need to work well together internally, but there also needs to be clear lines of communication between sales teams and their firm’s clients. 

If sales-to-trader communications are not handled correctly, a number of significant risks arise for financial institutions. One key issue is information asymmetry. While sales teams often possess intimate knowledge of client profiles and needs, traders have a deep understanding of market dynamics. Clients, in turn, may have specific insights or constraints unknown to the other parties. Effective decision-making means ensuring that all three teams have the information they need and at the right time.

As a result, client firms, sales teams, and traders today are forced to carry out a game of communications “ping pong” via chat tools and voice calls to, for example, discover, agree, and confirm a price before executing on a trade. This process is time-consuming and ill-suited to an industry where every second counts. The volatile nature of financial markets requires rapid decision-making and traditional sales-to-trader workflows introduce delays which may impact trade efficacy. Ultimately, this can all come at the cost of good client relationships. If workflow is delayed too often, or client requests are miscommunicated or misinterpreted, trust can be eroded. 

Effective sales-to-trader communication therefore requires streamlined processes and technological integration. This is finally becoming easier thanks to the emergence of digital communications tools that can replace outdated voice and chat channels. Wematch’s Sales to Trader module is a leading example. 

Designed for the TRS market, our Sales-to-Trader module enables seamless, digital workflow and communications both internally between sales and trader teams and externally with clients. Our platform means that financial institutions can replace their multitude of workflow and communications tools with a single, easy-to-use, cloud-based digital alternative. 

Significantly, the module seamlessly integrates trade data and processes to provide clients, sales teams, and traders with a common, real-time view of end-to-end TRS trades, ensuring complete alignment. By using our module, firms can accelerate their trading activity to keep pace with market demands, while reducing their operational and compliance risks. 

Sales-to-trader communications will remain complex. However, the emergence of digital tools means that this complexity can be hidden and clients, salespeople, and traders are freed to get on with their work more effectively and productively. To learn more, reach out.

Pic Credit: Thomas Ensley on Unsplash

The views and opinions expressed are for informational and educational purposes only as of the time of the writing/production and may change at any time. The material may contain “forward-looking” information that is not purely historical in nature. Such information may include, among other things, projections, forecasts, estimates of market returns, and proposed or expected portfolio composition. All information has been obtained from sources believed to be reliable, but its accuracy is not guaranteed. There is no representation or warranty as to the current accuracy, reliability or completeness of, nor liability for, decisions based on such information and it should not be relied on as such.