Dashboardsas pilot for Sales Force Ethias

Transcription

1 Dashboardsas pilot for Sales Force Ethias Larissa Kluge Sinne Baeten 24/06/2014

2 Ethias vision

3 Ethias is > 1 million clients > 4th insurer on the belgianmarket (3rd on the non-life market and 5th on thlife market) > Addresses retailclients and publicinsitutions& corporate market > Belgian market dominated by brokers > Ethias strategy relies on being directlyin contact with its clients through 3 channels : 42 Agencies 2 Contact Centers Internet

4 Ethias aims > The constant strive to offer products and services at the best price/quality ratio and customized to the needs of our clients > Quality standards in operational processes (claims/ policies)

5 Ethias has > No exclusively financial approach > Seeking profitin the interest of the insured > Long termrelations basedon Humanity Ethics Commitment Proximity

6 Business objectives Monitoring strategic objectives and sales results in a unique Dashboard (retail only)

7 Business objectives Sales Performance EFFICIENCY Change of Mindset PROACTIVITY Sales Force Effectiveness Program Sales Proces EFFECTIVENESS Client Satisfaction DELIGHT 6

8 Too many information kills the information How to get an overall view

9 Different sources

10 Sales Force Effectiveness initiatives > One of the initiatives of the program was to get a better integrated view of all sales results in relation to business objectives > In orderto beable to pilotsales > Using a «visualperformance» tool ETHIAS CONTEXT SALES FORCE EFFECTIVENESS PROJECT NEXT STEPS CONCLUSIONS

11 A long journey begins Identifying the business need Defining the needs in IT terms get the IT on track Finding the right tool together with IT (business tool) Real work begins... ETHIAS CONTEXT SALES FORCE EFFECTIVENESS PROJECT NEXT STEPS CONCLUSIONS

12 A long journey begins preparing the data Datamart

13 A long journey begins designing the dashboard

14 First step achieved

15 First step achieved

16 Feedback from the field Merci pour ce super outil! Très agréable et efficace M. H. (bureau Namur) Benieuwdnaarde nextsteps S. V. (Regio manager) Je suis très impressionné par les possibilités. Cela me permettra de les présenter sur l écran de la salle de réunion lors de la prochaine réunion de bureau que je ferai fin du mois. V. S. (bureau Wavre) C est clair, facile d utilisation, on visualise bien les données Bravo! L. L. (bureau Uccle) Zeeroverzichtelijken gebruiksvriendelijk! H. V. (kantoor Kortrijk)

17 What s next? ETHIAS CONTEXT SALES FORCE EFFECTIVENESS PROJECT NEXT STEPS CONCLUSIONS

18 Conclusions Know Exactly what you want Think Large enough Get People from IT involved Communicate Business IT

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