Salesforce effectiveness program at a leading European insurer

“Wave is the only tool we have that provides the detailed information needed to interpret the numbers.”

Challenge:

An insurance company wanted to enhance the performance of its salesforce in all its agencies and needed to track initiatives in real-time across the decentralized regions involved in the transformation. It was looking for a platform that would function as ‘one source of truth’ for the roll-out of the program.

Solution:

Wave was used as a centralized system to track milestones across 88 regions and to pull together information from across the country so that the HQ could plan the roll-out of the sales effectiveness program. In detail, Wave helped by:

  • Delivering real-time access to milestones and participant status
  • Supporting the PMO in preparing off-the-shelf and custom reports
  • Enhancing communication between to and from the HQ of relevant data e.g., training dates, number of participants, status etc.
  • 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 the successful transformation of ˃6,000 agencies by facilitating the implementation of:

  • A new innovative demand-oriented advisory process
  • Professional agency processes
  • Targeted customer contact management
  • Systematic sales support, including new performance management tools and leadership interaction


“For the first time in real-time I can look up the status of all the agencies in my region”

1,700
initiatives
6,000
agencies
88
regions