Agents of Change

A major insurance company improved agent engagement and drove more than $1 million in incremental revenue.

A major insurance company wanted to improve the experience of its roughly 20,000 agents. Moreover, the company struggled with too much noise coming from headquarters, sales leaders and trainers; reports and resources that were spread across multiple platforms and websites; inconsistent training and development; and poor fluency with metrics and data. The insurer needed a way to deliver the right information to the right person at the right time to better enable the producers and engage agents early on.

ZS designed a tailored communication program with three goals: to deliver personalized encouragement from leadership to each agent; to inform agents about contests, incentive progress and other opportunities; and to include calls to action to participate in contests and maximize earning potential. Within four weeks, ZS implemented an integrated, agent-centric engagement program to drive incremental sales.

The program drove more than $1.5 million in incremental revenue in 2016. Since its initial run, ZS expanded the program to include other bonus levels and calibrated engagement bands based on ZS’s impact assessment.

Contact Jason Brown to discuss ways to deliver impact to your customers and accelerate profitable revenue growth.