Transforming the Sales Force

The Challenge

A fall in the profitability of the conventional sales force had forced this organisation to re-examine the mix of its distribution channels.  Key to this strategy was the use of independent financial advisors to add value to client service beyond the point of sale.

The Approach

A new sales organisation was created that increased the effectiveness of the advisors.  The sales force was provided with customised, state-of-the art technology support and a streamlined sales process.  The legacy branch network was redefined to better service the customer catchment areas.  A new performance management approach was devised.

The Outcome

The new business model increased advisor-customer contact time by 50% and sales per week by 80%.

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