Integra Case Study
sales made easy delivers a bespoke engagement framework for integra’s team
Enhancing client relationships and new business engagement to drive revenue and profit.
Enhancing client relationships and new business engagement to drive revenue and profit.
Global loss adjusting firm Integra Technical Services (Integra) worked with Sales Made Easy to create a bespoke engagement framework that is still used to this day.
Combining that baseline structure with group coaching sessions online, the programme has enhanced confidence and capabilities amongst very technically and professional minded teams around the world.
Integra committed to upskilling.
At a time when Integra was refreshing its corporate identity and messaging, its senior team came to the conclusion that upskilling its current workforce who are in contact with their clients on a regular basis was the best option.
Following an introduction with the Sales Made Easy team, a client engagement programme was put in place, as opposed to calling it a sales training programme.
What our client said
For us, it meant more than selling; Sales Made Easy is now part of the Integra DNA. With their help, we now have more meaningful conversations with clients. Our teams have incredible sector-specific knowledge, but we knew they could offer much more if they had the skills and confidence to do so on a wider business level.
The whole approach was professional, yet fun at the same time. Kevin and Ronan at Sales Made Easy were able to adapt quickly and efficiently to the varying levels of our staff with ease.
Managing over 50 people across 8 different countries
With some members of staff initially sceptical about the bold move to upskill very technically minded adjusters within a sales environment, the Sales Made Easy team executed a programme that would ensure a comfortable and motivating process, all while managing over 50 people of different levels of ability, across eight different countries, and multiple time zones.
The Sales made easy approach
The Sales made easy approach
The Sales Made Easy team developed a framework to help the team better engage with clients, by enabling them to adapt their communication styles to suit different audiences to enhance trust. By demonstrating how important asking more questions of clients was, they soon discovered the impact of certain issues that existed, and so the team was taught how to probe even further.
By doing so, it improved the level of understanding of that client’s challenges and opportunities. Thanks to the virtual coaching sessions and online training, the team quickly identified ways they could improve these methods of communication and started to see the expected results. Furthermore, their confidence improved, and they were now asking more considered questions of their clients and seeking how else they could help and enhance the relationships.
The whole team took part in the programme, including senior staff to make sure we all bought into the same approach and continue to learn and encourage each other. The first round of training took place in the early stages of the pandemic and SME helped to boost morale across the business when we were all learning new ways of working
People first!
Front of mind for Integra at all times is its people. To get the best out of their teams who range in age and expertise, they needed to inspire and lead from the front and that’s the approach that was taken at every stage.
The whole process (which is ongoing) provided the team with positive momentum and a framework to constantly refer to when faced with different client challenges and opportunities.
Team Feedback:
The depth and quality of conversations we now have with our clients is incredibly beneficial. We now have more insights to work with and more importantly, we have established positive habits that are consistent across the global regions.
Thanks both for your time, effort and support during Round Three of Integra’s sales training initiative. I felt from the time I spent in some of the sessions that the course had evolved, and it was far more interactive than before. Feedback from the team has been positive especially from those that were unsure at the beginning. I think, like you, that I enjoy seeing individuals grow in confidence as the course progresses.
Integra
Thank you very much for the excellent course, your patience and tuition. I am not sure about the scoring on the exercise at the end, but I found it thoroughly worthwhile and achieved the goal we discussed at the outset! You can teach an old dog new tricks…
It was very refreshing to be guided by professionals in the field of sales with loads of experience in the real world and I liked the structure you have developed around the process. I am far more comfortable doing sales calls now that I have a better understanding of the dynamics.
Thank you both for your time over the last few weeks. The experience has been invaluable, and I certainly will be / am taking what you have said (and taught) into future meetings and general life.
About Integra Technical Services
About Integra Technical Services
Integra is a specialty international loss adjusting business established in 1998, and with a reputation for having the technical abilities and experience to manage technical and specialist claims for the global insurance markets. Wholly independent, Integra has grown from just a single adjuster to a team of to over 50, supported by a team of operations and finance professionals and an alliance of strong strategic partnerships located in 28 countries. For more information, please visit the https://www.integratechnical.com/
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