Case Study
Situation
- Wholesaler offering private labeled outsourced benefit services to insurers
- Strong foundation and value proposition to offer to prospective clients
- Steady growth, but heavy reliance on CEO as “closer”
- Ineffective sales teams
- Mixed client management results, operational staff serving as the “face” of the organization
- Minimal same store growth from distributor accounts
SMA Services
Sales Effectiveness
Client Relationships
Marketing Review
Actions & Impact
- Rebuilt sales and account management processes including new SOPs, incentive compensation program and Business Development/Strategy Client Relationship models
- Redefined Account Manager Role
- Implemented Distributor Sales Support staff to drive sales as wholesale clients
- Established new business development approach featuring consultative sales precepts
- Revamped entire proposal and presentation approach and toolkit
- Introduced new individual goals, workflows, activity reporting and compensation program