Our Impact
Sales-force-effectiveness program at a leading European insurer
Challenge
An insurance company wanted to enhance the performance of its sales force in all its agencies and needed to track initiatives in real-time across the decentralized regions involved in the transformation. The organization was looking for a platform that would function as “one source of truth” for the rollout of the program.
Approach
Wave was used as a centralized system to track milestones across 88 regions and to pull together information from across the country, so that headquarters (HQ) could plan the rollout of the sales-force-effectiveness program. In detail, Wave helped in the following ways:
- Delivering real-time access to milestones and participant status
- Supporting the program management office (PMO) in preparing off-the-shelf and custom reports
- Enhancing communication to and from HQ of relevant data, for example, training dates, the number of participants, and status
- Providing an overview of the implementation status of measures and tools for each agency
- Functioning as a tool to steer line managers regarding implementation
- Acting as a self-management tool for all involved employees
Results
Wave helped with the successful transformation of more than 6,000 agencies by facilitating the implementation of the following:
- A new innovative demand-oriented advisory process
- A professional agency process
- Targeted customer-contact management
- Systematic sales support, including new performance management tools and leadership interaction