When it comes to enablement, sales teams have a vested interest in shaping and developing great sales collateral. They know their customers, they understand their pain points and they want to make more commission! This study looks at how you can motivate and galvanise sales teams by focusing them on the sales collateral they need to do their job.
This major US insurance business used Further's Together research community platform to enable sales agents to share their experiences with clients, and put forward thoughts and ideas in a constructive and supportive environment.
By working proactively with key stakeholders, they were able to demonstrate their commitment to them and learn a great deal about the markets they operate in, uncovering local insight as well as more global themes.
Unusually, the client took control of moderating the research project and, in doing so, developed a valuable first-hand communication channel between the business and its sales agents. There was an overwhelmingly positive response to the brief:
"I think it is awesome that a carrier is willing to take input from their agents and really listen to them and what their needs and wants are."
"I love this forum. It really allows the agents to have some control and help us give input into what our customers would like most. It was just right to me. It hasn’t taken me too long and I worked on it in between customers, so it hasn’t taking me out of my workflow."