To select the members for Institutional Investor’s All-Europe Sales Team, we invited participants in the 2019 All-Europe Research Team survey to rank the best Generalist and Specialist sales teams.
We received responses from over 1,000 buy-side analysts and money managers at some 700 firms that collectively manage an estimated $3.7 trillion in European equity assets.
For the Generalist ranking, the following five sales attributes were used to create the Leaders Table: Best Understanding of Client Needs and Customized Service; Knowledge and Effective Communication of Research Product; Quality of Idea Generation; Quality of Service Intensity and Responsiveness; Sales Team Provides the Best Global Context for European Portfolios: Scores were produced for each of the firms based on the size of the respondent institutions’ European equity assets under management and the place it awarded to each salesperson (first, second, third or fourth) per attribute. These individual attribute scores were then combined to create a team score for each firm.
For the Specialist ranking, scores were tabulated for each firm by sector. The total number of first, second and third places received in all the sectors was used to create the Specialist Leaders Table.
This year, we have introduced additional Generalist and Specialist sales leader tables weighted by the voting firm’s commissions instead of assets under management.
The names of those surveyed are kept confidential to ensure their continuing cooperation. Voters are required to meet eligibility requirements, and all ballots are subject to review by II’s Research Operations Group.
The 2019 All‐Europe Sales Team was compiled by Senior Project Managers Tucker Ewing and Denise Hoguet along with Associate Project Managers Denise Best, Amy Tan, and Xiao Lu.