Zurich Financial Services AG, Switzerland: Implementation of Sales Excellence (in cooperation with VODW)
The challenge:
- Zurich Insurance Group wants to improve the sales performance of several of their sales organisations to achieve sustainable sales growth.
- The Sales Excellence program shall be installed in different countries (Switzerland, Germany, Spain and Italy).
- Need for optimisation was identified in the following areas:
- Consistency in sales approach
- Improvement of selling techniques
- Improvement of sales meetings (quality and quantity)
- Better individual training of sales people
- Sales tools to support every step in the sales process
The solution:
Key success factors:
- Structured and standardised sales process installed
- Improved monitoring of sales activities: customer tracking and improved (self)-management information with individual funnel metrics
- Frequent sales meetings and regular workshops established
- Individual coaching through sales management started
- Helpful toolbox with sales improvers developed (telephone scripts, tips tricks, checklists, marketing letters, best practices ...)
Four step approach:
- analysis of current situation (focus phase)
- pilot phase
- program roll out
- roll out
The result:
- Sales people participating in the program are motivated and convinced that the project leads to sustainable sales success.
- Sustainable sales increase (contracts and amount in €).
