Overview
This team is the European subsidiary of a US employee benefits insurer. It provides Group Life and Employee Benefits to national and international customers, through intermediaries and by selling direct. The team forms the distribution division of a leading employee benefits provider and focuses on the enterprise and mid-market segments. It works through intermediaries but also works directly with larger clients.
The goal
The goal was to move from a “sell in” model, where sellers were perceived as product-focused and transactional, to a “sell out” model, where they were received as partners adding value to the intermediary, the client company and the individual employee.
What we did
We created a hybrid model based on ten steps to sales success. More than 60 people took part.
Half the team worked face-to-face in a series of five workshops, culminating in a highly realistic client simulation using corporate actors. The other half, whose work is focused more on high-volume activity, were provided with digital learning.
Results
The business identified €12.7M of incremental income from the 15 individuals analysed.
“Over the 18 months we have been measuring success I have seen some huge progress”
