Project Summaries

Growing Sales to the Next Level

Growing Sales to the Next Level

Project Details

Client:

Quility Insurance

Business Area:

Sales, Marketing, and Operations

Opportunity:

A successful insurance sales organization wanted to sustain and accelerate its already-substantial growth rate

Approach:

Developed a 100-day plan to orient structured, data-based analysis on growth opportunities

  • Reoriented organizational measures and goals for activating new agents in new ways
  • Applyied data-driven insights to shift focus from first-time to habitual writing agents, driving a 23% increase in weekly unique writers
  • Modeled performance with analytical methods (binary logistic regression) to improve lead marketing response rates and close rates
  • Streamlined operational processes for agent contracting and lead allocation
  • Facilitated generation of functional and business requirements in support of technology development efforts
  • Led Engaged Team Performance and Lean Six Sigma training to internalize process improvement and data analytics capabilities

Results:

  • Sales have grown by 22% in 9 months, and annualized placed premium has grown by over $12 million
  • Company is well-positioned for further investment in growth
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