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

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

Sales Made Easy Coach

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.

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:

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

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