STRATEGIC SALES MANAGEMENT - THE RIGHT FORMULA

In today's hyper competitive business environments, insurance sales organizations are forced to contend with ever-increasing challenges. The competitive landscape is one of flatter structures, overcapacity of competition, client downsizing, fewer quality business opportunities, and a continuous changing marketplace which is putting severe pressure on salespeople, sales management and sales organizations.

At InStrategy Group, we pride ourselves on understanding the issues. Being in the insurance sales and marketing trenches for over 22 years allows us to bring insightful solutions to all levels of an organization. Successful organizations recognize the need to not only do more with fewer resources to keep margins in-line, but understand the need to re-train and/or re-hire staff who can wear multiple hats and have the right skill sets to meet the business requirements. Even the most highly successful and innovative sales teams can improve their productivity.

Our focus is to work with sales management to understand their culture, marketing efforts and fundamental performance trends. Once we have a solid lay of the land and have assessed their strengths and weaknesses of current forecasting and management approaches, we help frame out:

• Understanding how sales success is linked to fully integrating our sales structure design to the strategic direction of the firm
• An understanding of the expanded role of technology utilization to support sales objectives - dash boards
• Implementing systematic approaches to activity based marketing
• Measuring the sales processes and outcomes to produce (drive) increase productivity
• Identifying the types of sales incentives and compensation systems that can be used to better link sales to the strategy of the firm
• Developing and implementing the key performance indicator reports that are squarely linked to goals, compensation and performance objectives
• Providing techniques for identifying, hiring and retaining the best sales and sales support people
• Anticipating and responding to the turbulent business trends and how the role of sales and marketing should become the firm's primary means to adjust to rapidly changing environments

Developing "The Right Formula" for sales organizations is not one size fits all. It is based on each firm's size, geography, niche or industry specialization focus, structure and capital requirements. InStrategy Group's goal is to help clients enact the "right" sales force strategies that allow for more predicable and controlled growth. These strategic refinements help clients anticipate and respond proactively to marketplace gyrations vs. reacting to it.

For more information on how to refine your organizations Strategic Sales Management Formula, visit us at instrategygroup.com or call us at 704.843.3207.