Direct Sales Operations Done Right with IMPRINT SFA (Sales Force Automation):
Effectively Managing Sales Channel for Reputed Insurance Company
Business Context
Insurance companies rely largely on their Direct Sales team for selling term insurance policies to a range of customers.
It is important to keep track of customer visits, ensure proper documentation and regular follow-ups with clients to maximise sales.
Real-time monitoring of sales agents, hassle-free documentation and sales insights can go a long way in improving productivity and efficiency of the direct sales team
Business Challenges
Difficult to track actual client visits made by field agents and to know detailed minutes of meeting (MoM).
Tedious expense tracking and reimbursement process.
Difficult to optimize planning of client meetings and routes.
Missing out on client calls and queries from various communication platforms.
High churn ratio, leading to loss of important leads when any employee leaves.
Loss of client contacts & history if concerned agent leaves.
The IMPRINT Advantage
The client adopted IMPRINT SFA to streamline their direct sales operations, improve response time for clients and enhance overall productivity of the sales team. Some of IMPRINT’s remarkable features that enhanced trust, improved customer loyalty and enhanced overall productivity include:
Real time tracking of visits made by field agents with record of travel as well as other expenses.
Manager has complete visibility of client interaction, including MoM of each visit – one touch reporting by agents in real time, with pictures, documents, etc.
Optimized planning of routes and client visits spread across large geographical areas.
All leads and complete record of every client interaction recorded in the central database for future reference. Thus, any new agent can easily service any client by going through these.
Dedicated in-App VoIP number for all client communication by Direct Sales team.
Knowledge base to have all policy updates and premium details on finger tips.
Easy-to-create dynamic form for competition analysis that would help agents selling the policies.
AI powered analytics and reports for insights into sales trends, customer preferences and individual agent performance.
With the help of IMPRINT Sales Force Automation solution, regional managers were able to receive actionable inputs to improve sales performance and also formulate future strategies based on region-wise and agent-wise target vs sales analysis. As a result, the direct sales team achieved improved efficiency and higher ROI within a few months.
