Building a centreline sales approach across EMEA.
A major global insurance broker needed a consistent, scalable sales approach across EMEA after significant growth and new hires. We partnered with them to design and embed a practical centreline sales model.
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.
Following significant growth and a wave of new hires, the client faced a wide range of approaches to business development.
They were looking for:
A partner who could consult, design, and deliver a core approach that could flex across different levels of experience and markets.
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.
A bespoke, practical sales model built with the client, not delivered at them.
Consulting and discovery
We consulted with senior leaders and reviewed CRM systems, assets, and collateral to assess the current state and define the future vision.
Sales process design
We designed and documented a sales process with clear steps and success conditions, linked directly to an upskilling programme.
Enablement resources
We produced a full suite of programme manuals, playbooks, and training materials to support client-led delivery in the longer term.
A consistent, scalable sales approach across global operations.
The client now benefits from a common language, robust cadence and leadership focus needed to make the new way of working stick across EMEA and beyond.
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.
Practical and engaging models and processes.
See how we’d work with you
See exactly how we could scope, coach, and embed lasting sales capability with your team.