July 24, 2022

How MurrayInsurance Transformed Sales & Got Acquired: Training 80+ Reps to Increase Deal Size and Close Rate, While Reducing Ramp Up Time and Sales Cycle Length.

Acquired in 2022 by Alera Group. Before working with us was experiencing strategy execution issues, lack of sales development and slow sales enablement. Long sales cycles even for low-ticket products. 20% of the insurance products were making 80% of the profit.

Initial State

Pareto principle: 20% of sales reps were making 80% of the revenue
Pareto principle: 20% of the insurance products were making 80% of the profit.
Sales ops issues
Strategy Execution issues
Long sales cycles even for low-ticket products
Lack of sales development
Sales training was redundant and sales enablement was slow

Result

Trained over 80 sales reps and increased average deal size & close rate, while decreasing the ramp up time and the sales cycle.

How did we actually do it

Applied an “Agent Score” for the first time to simplify management & understand Agent behavioral patterns
Call Reviews, Objection tracking & building rebuttals to increase close rate
Close Network to fix marketing issues
Fractionalized sales management for 80 sales reps.

Initial State

Pareto principle: 20% of sales reps were making 80% of the revenue
Pareto principle: 20% of the insurance products were making 80% of the profit.
Sales ops issues
Strategy Execution issues
Long sales cycles even for low-ticket products
Lack of sales development
Sales training was redundant and sales enablement was slow

Result

Trained over 80 sales reps and increased average deal size & close rate, while decreasing the ramp up time and the sales cycle.

How did we actually do it

Applied an “Agent Score” for the first time to simplify management & understand Agent behavioral patterns
Call Reviews, Objection tracking & building rebuttals to increase close rate
Close Network to fix marketing issues
Fractionalized sales management for 80 sales reps.

Initial State

Pareto principle: 20% of sales reps were making 80% of the revenue
Pareto principle: 20% of the insurance products were making 80% of the profit.
Sales ops issues
Strategy Execution issues
Long sales cycles even for low-ticket products
Lack of sales development
Sales training was redundant and sales enablement was slow

Result

Trained over 80 sales reps and increased average deal size & close rate, while decreasing the ramp up time and the sales cycle.

How did we actually do it

Applied an “Agent Score” for the first time to simplify management & understand Agent behavioral patterns
Call Reviews, Objection tracking & building rebuttals to increase close rate
Close Network to fix marketing issues
Fractionalized sales management for 80 sales reps.

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