Overview:
Process Redesign for the sales operations of a $400M Provider of Non-Standard Auto Insurance
Business Issue:
The organization needed assistance with creating a standard, customer-focused sales process across all brands, districts, stores, and transaction types while increasing the effectiveness of the resources in the sales organization, especially the Sales Agents.
Actions:
- Developed a consistent sequence of sales activities, from customer quoting to binding of coverage, that enabled agents to recommend the best product for the customer and incorporate value-selling into the sales process; began educating customers about their product selection as part of the standard process
- Identified key tools to enable agents to appropriately advise and educate customers
- Recommended an implementation approach that included key milestones and timeline, recommended roles and responsibilities, and a training approach strategy and requirements
- Implemented key tools into the process as part of the pilot program to formulate full rollout strategies and gain critical feedback from agents and customers
- Recommended metrics and measures used to monitor implementation success and progress as the organization institutionalizes these sales activities and concepts
Results:
- Elevated sales skills from order taking to solution selling
- Improved consistency in process execution