Client
Leading US-based commercial insurance business, managing relationships with 5,000 brokers at a local level, using fragmented sales and relationship management processes across 20 offices.
OPPORTUNITY
SG Analytics implemented Salesforce to drive sales growth and profitability, streamline its operations to make better use of sales resources and move closer to the broker intermediary community.
SOLUTION
Based on a detailed understanding of the client’s technology stack, SG Analytics adopted the following multi-pronged solution:
SG Analytics' team administered Salesforce CRM to 400 employees in 20 US offices, creating a single, near real-time view of business insurance target audience.
The team created a new set of rules in Salesforce CRM to be used across a number of disciplines, including Broker Relationship Management, Quote New Business, and Development Management.
We centralized the real-time broker relationship dashboard that involves key topics such as call planning, meeting minutes, actions, the status of large cases and new business prospects.
We deployed a scoring system, which manages customer satisfaction reporting and measurement in only six weeks.
VALUE DELIVERED
1
Net strike rate (opportunity conversion rate) for underwriters up 17% year-on-year.
2
Accelerated decision-making and change management programs through near real-time dashboard view of 20 locations.
3
Gross strike rate for Business Developers up 10% year-on-year.
4
Completed in-time roll out across 20 offices and 400 users in the US.
