Dassault Systemes: Strategic Selling Excellence
How Halifax helped Dassault Systemes win more complex deals.
What challenges did Allianz Sales Excellence Transformation face?
Insurance inspectors have traditionally been a key liaison between customer and company. However, the digitalization of a wide array of tasks has seen their role transition more toward sales and coaching and away from inspections alone. At the same time, the role of in-house trainers as technicians and specialists has also evolved as use of digital training resources has grown.
How did Halifax Consulting help Allianz Sales Excellence Transformation?
The inspectors were “coached” to help them become coaches themselves and mentally adapt to their new responsibilities. This involved first coaching in-house trainers for six months, who were then tasked with coaching the inspectors. After initial trials proved successful, the company opted to roll out the initiative nationwide.
What were the keys to success?
- Creation of a training centre for instructors with a raft of teaching materials and methods adapted to very specific situations encountered in the field.
- The versatile solution was well suited to the itinerant nature of inspectors’ work schedules.
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