Sales Excellence

In the course of a change of management in a regional directorate, the Sales Director ordered process consulting for their new executive. Following an extensive assessment of the situation, a vision for the sales region was developed in cooperation with the management team. A master plan including various leadership projects and numerous staff events for mobilizing implementation energy were launched. During regularly scheduled management meetings, progress was reflected upon and the next steps determined following a continuous planning philosophy. Within two years, the management team of the regional directorate succeeded in rolling up the field from behind and gain top position after having finished last in its industry in the years before. The company was also able to repeat its success in the next year.

The task submitted by the Sales Director was to boost the effectiveness of its fully employed sales force and increase sales in their life insurance business by 20%. ‘Best cases’ were developed together with the responsible executives, using pioneers for launching the required pilot initiative. Accompanying measures were initiated in the fields of marketing, sales promotion, process optimization, distribution controlling and sales training, concurrently establishing a monthly success reporting process for the Board. We succeeded in raising long-term productivity while also conducting fair severance talks with failing employees.