Sales Force Transformation in Insurance Industry

IMPACT

Roadmap and strategy leading to 125% growth by 2022.

THE ISSUE

Our client, a regional leader in group benefits, believed they had tremendous potential for growth. However, revenue had significantly slowed and they were struggling to drive change. They had not invested in technology, training, sales tools, or process improvement in several years and had become complacent.

ales force transformation concept

APPROACH

We did an in depth market analysis and identified that the potential for growth could be clearly calculated & modeled. To capture the market potential we developed an implementation roadmap to align to the growth opportunity. Key elements in the roadmap were: CRM, enhanced lead generation techniques, value proposition alignment, sales tool creation, key performance indicators, sales leadership training and compensation planning.

OUTCOME

A suite of technology solutions were implemented which provided real time insights into productivity, sales forecasting, and win ratio’s. New sales techniques and materials were created for selling in the modern area which rapidly drove an increased funnel leading to revenue. Sales management playbooks were implemented which enabled a culture shift to a planned and measured culture.