Sales System Strategy

Due to massive market movements in the insurance sector, the sales process of insurances is given more and more priority. Not only do requirements by law motivate changes in sales processes, but also the constantly growing competition on the German and European market that puts companies under pressure to engage in restructuring activities.

Companies find themselves having to strike a balance between meeting the cost pressure rising in IT-processes and the requirements of the respective sales channels. On the one hand there is the existing demand for a standardisation of processes between marketing and operation, on the other competition requires new solutions from marketing to gain more market segments and individual target groups. Given these conflicting priorities, orientation towards long-term business objectives for the sales system strategy becomes indispensable.

Ideal target systems form a platform for all sales, consultancy and customer support processes. It is thus possible to most effectively generate an optimisation of the sales process, an opening up to new user groups by integration scenarios and the optimisation of the sales organisation by using virtualisation options. This presupposes a high degree of automation with a mode to finalize the processing.

Merging Sales Channels

An essential aspect in conceptualizing such a target platform is the availability of individual processes. Online systems are replacing decentralised solutions step by step, hybrid scenarios are interim solutions for a smooth transition to the “Always-Online”-scenario. What seems to be particularly attractive is the centralised database organisation with the up-to-datedness of the data resulting from it and the possibility to enable the cooperation of various sales channels. It affords a homogeneous view of the data (such as the customer contact history) and the option to relocate parts of business processes between user groups.

We like to give you advice on your activities endeavouring to optimise the sales process on the basis of available technologies. Please contact us.