Financial Services Firms Benefit From Sales Force Initiatives, New Study Reports

Posted by Jason Brown on Fri, Jun 26, 2015

Earlier this week my colleagues in ZS’s sales solution area released a new, cross-industry study that explored the impact generated by sales force effectiveness initiatives. The research, called the Explorer Study, looked at four areas of effectiveness improvements: customer coverage, customer interactions, the sales team and sales operations. Looking across 171 companies, my colleagues found that revenue and profit were improved by 4% to 8% on average, depending on the area of the sales effectiveness initiative.


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Carriers Create Positive Impact With Focus on Agent Experience

Posted by Peter Manoogian on Wed, Jan 21, 2015

Insurance carriers have taken great strides to improve the customer experience. However, all too often, important influencers of that experience are overlooked. This is especially true when it comes to the relationship between carriers, agents and customers. Oftentimes, agents are one of the greatest factors in the customer experience, particularly when the carrier has limited customer interaction. What’s more, customers oftentimes do not accurately distinguish between their insurance agents and carriers. Therefore, the reputation – good or bad – of the agent may equally be assigned to the carrier. That represents a large opportunity, on the part of the carrier, to influence the customer experience by ensuring a positive agent experience.


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It’s Not You, It’s Your Onboarding – or Lack Thereof

Posted by Jason Brown on Mon, Dec 15, 2014

The other day I was reading an article in Selling Power about salesperson onboarding. Quoting heavily from Fusion Learning, the piece takes a training-focused view of the problem, though its observations about the importance of salesperson onboarding definitely resonated.


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