What KPIs should RIAs measure within Salesforce FSC to track business growth
If you're a Registered Investment Advisor (RIA) trying to grow your business, you probably already keep an eye on things like revenue and assets under management (AUM). But those numbers only tell you what’s already happened. They don’t help you make smarter decisions today.
"Relying only on AUM and revenue is like driving while only looking in the rearview mirror." - Jenna Connell, SOLVD Consultant
At SOLVD, we help RIAs go beyond the basics. With Salesforce Financial Services Cloud (FSC), you can track the numbers that really show where your business is heading—and how to grow faster and smarter.
Why You Need More Than AUM and Revenue
Yes, AUM and revenue are important. But they don’t tell you:
- How happy your clients are
- Where your biggest growth opportunities are
- How well your team is doing day-to-day
Other CRM tools can’t show you the full picture because they weren’t built for financial services. But Salesforce FSC was. It helps you understand not just numbers, but people—like how families are connected, what services they use, and what goals they have.
"Salesforce FSC gives you a clearer view of your business, so you can grow with confidence." - Jenna Connell, SOLVD Consultant
Here are the KPIs (key performance indicators) we recommend tracking:
1. Finding and Keeping New Clients
You want to grow. That means bringing in new clients—and keeping them happy.
- New Leads – How many people are showing interest in your services? Where are they coming from?
- Lead-to-Client Rate – How many leads become paying clients?
- Engagement Score – Are you staying in touch with your clients through meetings, emails, and calls?
- Referral Rate – Are happy clients sending their friends your way?
2. Getting More From Your Current Clients
Sometimes the best growth comes from the clients you already have.
- Products per Household – Are clients using more than one of your services?
- Wallet Share – What portion of a client’s investable assets are you managing?
- Service Level Tracking – Are you delivering what you promised—on time, every time?
- Client Retention – Are clients sticking with you over time?
3. Working Smarter, Not Harder
Growth isn’t just about doing more—it’s about doing things better.
- Advisor Productivity – How many meetings is each advisor having?
- Onboarding Time – How long does it take to bring a new client on board?
- Task Completion Rate – Are important tasks getting done on time?
What Should You Do Next?
Start simple. Pick a few KPIs that match your goals and track them closely. Use the dashboards and reports in Salesforce FSC to stay on top of your progress.
"If you're not using FSC to its full potential—or you're curious about how Agent Force can help—you don’t have to figure it out alone." - Jenna Connell, SOLVD Consultant
Let’s Talk About What’s Next for Your Firm
We’re here to help you build a growth plan that actually works. Visit our website to schedule a free consultation. We’ll help you decide which KPIs matter most for your business and how to track them easily.