Optimizing Your Sales Performance!
RECENT CLIENTS SERVED
BETTERSURE RESULTS
Sales Improvement –Bettersure – Ukwazi Solutions built significant sales momentum during the project. and allowed the internal management team to further improve the results thereafter.
PROJECT DELIVERABLES
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Act as a performance coach and apply sales and management best practice, to improve performance over the 6-month project term.
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Redesign all sales scripts, to improve sales flair and applied selling technique.
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Train 40 agents on the Ukwazi Masterclass selling skills course.
PROJECT DELIVERABLES
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Train 5 sales managers on the Ukwazi masterclass coaching course.
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Recruit 2 new and experienced sales managers to strengthen the management team.
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Recruit a data analyst to enhance data analytics ability, and assist with sales force project implementation within the organization.
TOTAL POLICIES
SOLD
Total Policies Sold | Monthly Comparison (R mil)
This is the total SPV by all business divisions within the sales department. The left (Primary Axis) sums up the total SPV for sales made between Nov ‘21 to Jan ’22 while the Secondary Axis provides the SPV per month.
SPV MONTHLY COMPARISON (R mil)
KEY INSIGHTS TOTAL PREMIUM PER MONTH
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Total SPV per month increased every month, compared to total monthly SPV prior to the start of the performance enhancement project in February.
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The month of April only had 18 working
days hence the decline in premium income for that month. -
Our Selling skills training was focussed on both improved conversion, and adding more risk per policy to drive improved premium.
TOTAL POLICIES
SOLD
Total Policies Sold | Monthly Comparison
These are the total number of policies sold by all business divisions within the sales department. The left (Primary Axis) sums up the total number of sales made for Nov '21 to Jan '22 while the Secondary Axis provides the number of sales per month.
SALES MONTHLY COMPARISON
KEY INSIGHTS TOTAL PREMIUM PER MONTH
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Total sales per month increased every month, compared to total monthly SPV prior to the start of the performance enhancement project in February.
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The month of April only had 18 working days hence the decline in sales made per month.
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Our coaching skills training focussed on improved conversion rate between March and August.
BAYPORT RESULTS
Sales Improvement –Bayport – Sales Training and Coaching Program.
STAFF COMPONENT
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1 Head of Sales
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2 Call Centre Managers
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11 Team Leaders
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22 Sales Agents
OBJECTIVE
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Identifying the gaps in your current processes and procedures
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Working with the Head of Sales, Team Leaders and Sales Consultants to drive sales and quality
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Implement Sales Coaching on the floor
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Improve selling ability of the Agents per campaign
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Running effective Incentives
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Facilitation of 5 days selling skills program
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Weekly on the job coaching in order to lay a foundation for reinforcement of skills
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Implementation of the automated Call Evaluation system
RESULT FACTOR
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On the job coaching was implemented as a critical sales activity on a daily basis
21%
INCREASE
Prior 3 Month Average
Contact to Quote
CONTACT TO QUOTE
10%
INCREASE
Prior 3 Month Average
Pre-Sales to Offer
PRE-SALES TO OFFER
TRACKER RESULTS
Sales Improvement –Tracker SA – Establish management team, implement sales best practice.
STAFF COMPONENT
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Recruit Head of Sales
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Recruit Call Centre Manager
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Recruit Team Leaders
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Recruit 22 Sales Agents
OBJECTIVE
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Establish management team by recruiting key positions
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Working with the Management team to increase performance over a 6 month term.
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Implement Sales Coaching on the floor
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Improve selling ability of the agents per campaign
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Design and implement incentive strategy
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Facilitation of 5 days selling skills program
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Weekly on the job coaching in order to lay a foundation for reinforcement of skills
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Setting and achieving new performance benchmarks
RESULT FACTOR
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A 6 month term was allowed to recruit and settle the new team. Our core focus was “best practice” for Outbound sales
150%
INCREASE
Monthly Number of Sales
MONTHLY NUMBER OF SALES
Sales Improvement Agility Tracker Services. On the job coaching and improvement process
RESULT FACTORS
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Executive control over sales improvement process - is key
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6-12 month project period is required to impact results
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A most recent project shows total premium sold during (FY18) Financial Year 2018 (Aug 2017 to Feb 2018) prior to our intervention.
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This is compared to total premium sold during (FY19) Financial Year 2019 (Aug 2018 to Feb 2019) after our intervention.
OBJECTIVE
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Recruit more effective sales agents
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Implement measurable Incentive plan to drive performance
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Improve selling effectiveness across the floor
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Design and Implement sales coaching and on the job training process
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Review and improve lead strategy and customer touch points
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Drive and improve increased premium income
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Implement progressive discipline to improve the overall performance of the center
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Achieve and exceed monthly targets
STAFF COMPONENT
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2 call center managers
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4 team leaders
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48 agents
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1 skills coaches
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1 data analyst
20%
PERFORMANCE
INCREASE
Total Premium Sold
TOTAL PREMIUM SOLD
STANDARD INSURANCE LIMITED TESTIMONIAL & RESULTS
SIL CONVERSION IMPROVEMENT PROJECT
Priyesh Singh
Head : Contact Centre Operations: SIL
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The Standard Limited Insurance call centre approached Ukwazi Solutions, to present a comprehensive training and coaching solution to our business.
Our aim was to lift the conversion rates on both the Liberty Shorterm campaign and the Standard Insurance Limited Home and Content cover. Their proposal was personalized to the needs of our business unit, and this was a very unique approach.
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Andrew Smith designed a fascilitation plan, based on the skills gaps of the different individuals. This proved to be the right method as we started training the team leaders first. In addition to this, the sales scripts were also redesigned to add more sales flair, and assist the agents to have smarter sales conversations with customers, resulting in improved performance.
Ukwazi Solutions ensured the teamleaders had the knowledge, skills, and techniques, to conduct effective sales coaching prior to the sales agents receiving selling skills training. We trained 50 staff members in total, over a
3-month period.
Andrew did not have a “HIT and RUN” training approach. He designed a practical on the job coaching review process, and dealt with challenges and or tweaks required, to optimize the learning and performance. Essentially becoming a performance coach for the management team for a 3-month period, after classroom training. This was a key differential factor and reason for the improved results.
I was impressed with the professionalism and calmness presented by Andrew, when coaching potentially disruptive agents. He challenged the standard of performance in a motivational and inspiring manner. The table to the right indicates a view of the results before and after the Ukwazi training initiative.
19%
INCREASE
6%
INCREASE
Andrew completely changed the self-belief within our division, and brought about a more confident sales team. Thank you, Andrew, and Ukwazi Solutions, for over delivering on the promise made to us.
WRITTEN TESTIMONIALS
ALL LIFE
Gareth Levinsohn
Chief Commercial Officer at All Life
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"I had the privilege of working with Andrew across our 3 Alefbet Collections entities where he established a high performing, multi-skilled Training department. In addition, he worked with senior people in the organisation as a peak performance coach, driving sustainable best practices and entrenching practical ways of working to complement our business strategies and individuals’ personal goals and strengths.
BAYPORT
Brendon Pillay
Executive –Bayport Financial Services
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"The Ukwazi team has consistently demonstrated operational astuteness and strategic affluence which ensured that all interventions were better aligned to our operational and strategic intents, integrating specific performance enhancements into the business processes for sustained optimization of performance.
Ukwazi has made a massive positive change to the sales culture at our business and our results continue to prove the value of their tried and test interventions. In my view, the exceptional skills and experience, coupled with respectful, responsible and disciplined nature, places them at the forefront of this field."
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TRACKER
Michael Nieuwoudt
Executive Strategic Partnerships at Tracker South Africa
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Andrew was responsible for a 6 months project at our company and performed the role in a very professional and motivating manner. Andrew showed utmost commitment and went beyond duty to assist us to build the Business unit being a high performance center today. Nothing was too much or a problem that they could not handle or sort out. We as a company are very grateful for their assistance in a time of need. Thank You"
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HOLLARD
Angelene Wiese
Manager at Hollard Insurance Company of Namibia
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"The Ukwazi team has done excellent coaching with our call center team and through individual sessions implemented outstanding sales, negotiation and communication techniques with proven results. We highly recommend Ukwazi"
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STANDARD BANK GROUP
Alicia Oerson
Learning and Development Manager
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"Never have the true benefits and value of sales and coaching made such sense. They engage with a prospective client and delegates, prior to a training delivery, this ensures that they can, as accurately as possible, identify the real training needs and design appropriate outcomes.
They certainly bring home a clear message that Sales and Coaching is a journey and not a quick fix once-off intervention. It is a skill that is achievable for identified individuals that is nurtured to becoming successful Salespersons and Coaches. I would certainly recommend
Ukwazi consulting to any business for a passionate Sales and Coaching experience."
BETTERSURE
Samuel Gumbi
Manager Outbound and Retention Sales
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“Ukwazi Consulting” is a result driven consulting firm, with an exceptional record for improving sales results within the financial services industry.
I worked with Andrew Smith from Ukwazi Consulting, across 3 different companies during the last 10 years. His performance improvement tactics, and manner in which he selects the right candidates in key roles, is a unique strength. Andrew’s work consistently led to improved sales results in terms of sales made and premium income per product. Always exceeding target and in some cases exceeding target by 30%
What makes this unique, is the fact that he started these projects with teams only achieving 60 – 75% of target.
Andrew is a seasoned professional and passionate about optimising sales results and improving people in the process. He created belief within our teams and then equipped us with both selling skill and smart improvement tactics, for us to deliver improved sales results. I would recommend Ukwazi Consulting as a performance improvement partner, their results are proof of just how good they are.