Client Profile
Our client is a large insurance company offering several insurance products with a large presence across India. The company's primary sales force is its internal sales team of 3,000+ and 4,000+ channel sales partners.
Business Challenge
- The client had witnessed a very low performance from its channel partners and since the channel partners were very important revenue generators after the internal sales team, ensuring their optimum performance was critical for the client
- The loss of performance of channel partners needed a quick fix as it was directly impacting the overall revenue causing great revenue losses to the client
- The client needed support as it was not able to clearly identify the reason behind the low performance of the channel partners
Solution Designed
- Identification and listing of the key concerns of all channel partners regarding the selling of the client's products was done after interacting with them
- Post analysis of the channel partner's concerns it was found that the current sales collateral used by them was ineffective and was the reason behind the channel partners' low performance
- The old sales collateral was then revamped by developing a series of classroom presentations and online trainings which articulated the USPs of the client's products
- The new sales collateral was successful in clearly highlighting the benefits of the client's products which made it easy to sell them vis-a-vis other insurance company products
Business Impact
- The channel partner sales went up significantly compared to before
- The internal sales team also benefitted from the newly developed sales collateral
- The channel partners became closer and connected to the company
Let us help design highly effective classroom presentations and online trainings for you!
Feel free to reach out to us at yg@infonative.net
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