Bringing number crunchers into the sales process Canada Life

Background:

• Established in 1847, Canada Life is the oldest Canadian Life assurance company and operates internationally providing a wide range of insurance and wealth management products and services
• In an increasingly competitive marketplace, it was felt that deploying some of its top technicians in formal presentations to both current and prospective senior-level clients would further enhance and differentiate its offering
• However, whilst expert statisticians and analysts, these individuals were more used to research and number-crunching rather than being engaged as part of the sales process. We were recommended to the senior team and they came to us for help

Solution:

• A day's intensive group workshop, focusing on delivering often complex financial information in an easy to understand and persuasive way

Results:

• The team were delighted with the results and feedback on subsequent early presentations was extremely positive
• The Head of Tax and Estate Planning said in a testimonial that they "all left buzzing and feeling more confident" and saw "visible improvements"
• After putting the coaching into practice, another participant said in a testimonial that she was surprised to be described as "the best on the panel" with a "fresh approach" in a competitive presentation to a large group of potential customers

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