Situation


Client didn’t possess the skills in-house to quickly scale and develop a team of inside sales experts.

Client didn’t have the required space or technology to house and manage the projected team size.

Client needed assistance with product development and market intelligence.

Approach


Strategy

Developed and implemented recruitment strategy to successfully hire large volume of sales agents.

Research

Conducted market research on products and pricing which was fed into actuarial work.

Training

Implemented a training regime that helped agents obtain local licenses (mandatory) to sell insurance.

Secure

Delivered highly secure environment to deal with bank data.

Technology

Developed technology solutions to help drive productivity without upsetting workforce.

Results


Productivity

Sales agents managed to each speak and present to over 1,200 bank customers monthly.

Process Improvement

Implemented quality control processes and coaching techniques that lead to a lower than industry average of attrition on first year policies (24%), resulting in higher profitability.

Increased Team Size

Increased team size from 30 to 60 and then 90 FTE over six months.

Sales Results

A target of 113% was achieved and over US$ 26 million in sales on the first year.

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