case study
Leveraging Existing Sales Training To Propel Progress
business type
Fortune 500 Insurance Company
engagement service(s)
- Sales Management Coaching
- Customized Sales Training
the challenge
After a grueling merger, the organization realized they had been too inwardly focused and had lost sight of new-client acquisition. A senior sales executive, the leader of one of five national regions, sought greater results with regard to this critical measure.
our solution
Business Efficacy helped the region’s leadership team more effectively apply disciplines from the organization’s existing sales leadership training program. By helping them apply those lessons in the field, Business Efficacy addressed five keys to execution:
- Providing clarity for financial advisors on activities that would drive new-client growth.
- Aligning marketing support with the most critical advisor sales behaviors.
- Narrowing the team’s focus to the highest-impact, leading indicators.
- Defining region-officer behaviors required to drive sales-advisor results.
- Assisting region officers in building an implementation and accountability action plan.
Business Efficacy established these objectives via an all-day clinic and reinforced them through in-the-field sales coaching support.
the results
The effort directly impacted the four most critical sales measures within the region:
- Increasing the number of new clients
- Collapsing the timeframe to measurable success for new-hire advisors
- Improving the sales success rate of veteran advisors (those with three years or more with firm)
- Growing overall incremental sales
#1
Region’s new ranking in incremental sales growth
90%
of Regional Managers hit new client growth goal in year one
16%
Amount of above national YTD target for new clients
New client acquisition was a very new measure for our team. We knew we wanted to focus on it, but we didn’t really know how to effectively drive it. We had background on where we wanted to go and what we were trying to accomplish. Business Efficacy made us look at all the stuff we could focus on, make decisions, and instill in us a discipline of follow up that we really haven’t had around here before.
nikki sorum
divisional Vice President
