Sales Effectiveness
All financial service organisations, whether they sell direct to the public through call centres, the internet and branches or indirectly through intermediaries, must establish a culture which focuses on engaging with customers, managing the relationship, building loyalty and thereby building customer advocacy.
Huntswood’s approach of blending regulation, people and process ensures firms sell more of the ‘right’ products and services to the ‘right’ customers at less cost, while remaining fully compliant. We help clients drive top-line revenue growth by targeting the following areas:
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Sales organisation – Establishing the right structure (organisation, scale, flexibility) to get products and services to the target customer base. Ensuring that an effective sales model is in place, understood and managed
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Sales capability – Ensuring that appropriate skills exist in the business to deliver business targets through the sales model
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Sales enablers – Ensuring that an appropriate environment exists to support the right sales behaviours, in terms of regulatory support and control, technology, incentives and reward
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One of our clients, the Innovation Director of a leading UK general insurance wholesaler described their experience of Huntswood’s sales effectiveness service as follows:
“Having entered a new market, we knew a traditional off-the-shelf selling course would not be fit for purpose. Our team of experienced sales executives needed help meeting the needs of their new customer. Huntswood took the time to get to know our people, culture, sales process and what we are aiming to achieve. We worked together to design the course and reviewed throughout to ensure the whole team benefited. They accurately identified individual strengths and areas for development. They also concluded the course with a feedback session which linked directly to our company personal development plan framework. Many companies use the term 'tailor-made'; Huntswood sets the benchmark against which others should be judged”