Insurance

Our programs help insurance organizations gain new clients, increase retention and cross-sell...

in a challenging business environment.

Insurance Agencies

We understand your challenges…

The number of potential clients is shrinking due to mergers and acquisitions. Client exposures such as payroll and property values are diminishing due to the economy and offshore outsourcing. Buyers are more demanding than ever, treating insurance as a commodity and making buying decisions based on price.

Competition is fierce. Earning a prospect’s business usually means displacing an incumbent who is often deeply entrenched. Many producers have trouble differentiating themselves, and end up sounding just like the competition. They “quote” on business in the hopes of making a sale, wasting time and agency resources.

Our programs have impact when…

  • The agency wants to increase revenue per employee by eliminating wasteful “quoting” practices.
  • Acquisitions have created the need for a common sales culture, language, infrastructure and technology.
  • The agency is looking for organic growth, and needs to push top performers past their current plateau, mid-tier producers to the next level, and underperformers up or out.
  • Sales managers are spending too much time putting out fires and not enough time coaching their sales teams.
  • The agency would like to accelerate the break-even point on the investment in new hires.
  • Producers are interested in pursuing a niche segment and can benefit from a strategy and game plan.

Sales Innovations will deliver…

  • Consultation to help you maximize your investment in sales organizational improvement.
  • Courses that meet the defined learning objectives for each target audience, customized to your sales processes and culture. Download a description of available learning modules.
  • Programs that teach producers a total cost of risk approach to client value and the ability to clearly link value to a client’s key performance metrics.
  • Programs that minimize your producers’ time away from selling.
  • A class environment that supports and encourages team selling among producers from all lines of business.

We’ll help you measure the results…

We will work with you to decide how to measure success, and will help develop and implement performance metrics such as:

  • Advancement of leads through the pipeline
  • Quality of leads in the pipeline
  • Hit ratios from each stage of the sales process to the next
  • Retention rates
  • Cross-selling results
How can we help you?
Insurance Carriers

We understand your challenges…

A soft insurance market and diminishing exposures are driving down revenue. Policyholders view insurance as a commodity and look for the lowest premium. Agency producers rarely differentiate your company from other carriers in the market. There is too much quoting and not enough winning, putting a drain on your underwriting operations.

Your marketing representatives don’t always have the level of sales and business acumen necessary to drive results on the front line. Many are “order takers” rather than true business partners to the agencies in your distribution channel.

Our programs have impact when…

  • Field representatives have been promoted from underwriting or service positions and lack the necessary sales and business acumen to be effective in the role.
  • Field representatives are inconsistent or unclear in communicating your company’s value proposition. They are ineffective in helping agency producers differentiate your company from others in the market.
  • There is a lack of understanding or attention to the various roles within an agency that influence the placement of business.
  • The win ratio is lower than desired, and unqualified submissions are clogging your underwriting operations.
  • Field representatives need an effective approach to develop and execute an agency account management plan.
  • Agency meetings begin with a “product pitch” vs. a consultative discussion. You would like your field reps to act as business partners by providing consultation that impacts the agency’s bottom line.

Sales Innovation will deliver…

  • Courses with highly practical field work in which your field representatives implement agency sales plans to drive increased volume
  • Courses customized to meet the defined learning objectives for each target audience. Download a description of available learning modules.
  • An environment in which team members collaborate to maximize agency production across all lines of business.
  • Programs that teach your team how to become consultative business partners to agencies in the distribution channel.
  • Individual development plans to help representatives with varying levels of sales skills and business acumen become more confident in engaging agency principals.

We’ll help you measure the results…

We will work with you to decide how to measure success, and will help develop and implement performance metrics such as:

  • Improved hit ratios on new business submissions
  • Higher retention rates
  • Improved performance to plan with key agency partners
How can we help you?