Sales-force-effectiveness program at a leading European insurer | Transformation

1,700

initiatives

6,000

agencies

88

regions

Challenge

An insurance company wanted to enhance the performance of its sales force in all its agencies and needed to track initiatives in real-time across the decentralized regions involved in the transformation. The organization was looking for a platform that would function as “one source of truth” for the rollout of the program.

Approach

Wave was used as a centralized system to track milestones across 88 regions and to pull together information from across the country, so that headquarters (HQ) could plan the rollout of the sales-force-effectiveness program. In detail, Wave helped in the following ways:

Delivering real-time access to milestones and participant status
Supporting the program management office (PMO) in preparing off-the-shelf and custom reports
Enhancing communication to and from HQ of relevant data, for example, training dates, the number of participants, and status
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 with the successful transformation of more than 6,000 agencies by facilitating the implementation of the following:

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

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

–Wave End User