Building a centreline sales approach across EMEA
Client background
A major global insurance broker, known for bringing creative thinking and entrepreneurial spirit to the market.
Our work has focused on supporting both leaders and individual contributors across EMEA refining the sales process, driving consistency, and delivering targeted upskilling through in-person sessions, remote workshops, and a series of on-demand learning videos.
The challenge
A partner who could consult, design, and deliver a core approach that could flex across different levels of experience and markets
Following significant growth and a wave of new hires, the client faced a wide range of approaches to business development.
They were looking for:
Experienced practitioners who could challenge leaders to think and lead differently from the top down
Proven resources to upskill and coach teams at scale, including the training and certification of internal resources
Our approach
Consulting with senior leaders and reviewing CRM systems, assets, and collateral to assess the current state and define the future vision
Designing and documenting a sales process with clear sales steps and success conditions, linked directly to an upskilling programme
Producing a full suite of programme manuals, playbooks, and training materials to support client-led delivery in the longer term
We partnered closely with the client to build a bespoke, practical sales model. Key elements included:
Value added
The client now benefits from a consistent, scalable sales approach across their global operations:
A more robust sales cadence with custom processes and practical tools
A common language that enables smoother collaboration across markets
A leadership team focused on embedding the new way of working and making it ‘business as usual’
In their words
Practical and engaging models and processes.
