Established in 2015, Försäkringsservice Stockholm AB is the entity responsible for managing sales on behalf of Länsförsäkringar Stockholm, one of the largest of 23 customer-owned regional insurance companies that make up Länsförsäkringar AB. A subsidiary of the Eurapco Insurance Alliance Group, Länsförsäkringar’s 7,900 employees offer 4 million Swedish customers a full coverage solution in the form of non-life, car, home and contents, personal accident, and medical insurance, in addition to pension-saving plans, life assurance, fund savings, and banking services.
Contact
William Seyf
CEO and Co-Founder of Försäkringsservice Stockholm
Challenge
Försäkringsservice needed a way to get an easy and quick overview of sales performance that reps would understand, and motivate them to perform even better. “I analyze a lot of numbers to improve sales. But I wanted access to the basic statistics,” says William Seyf, CEO and Co-Founder of Försäkringsseervice Stockholm.
William sympathizes with the already highly regulated and arduous sales process and doesn’t want to overcomplicate the process further. Instead, William sought a simplified option for himself and his agents.
"I wanted to get an overview of performance. I wanted to show the more basic statistics that the agents understand, and that pushes them to higher limits and higher levels," he says.
"I wanted to get an overview of performance. I wanted to show the more basic statistics that the agents understand, and that pushes them to higher limits and higher levels."
William Seyf
CEO and Co-Founder, Försäkringsservice Stockholm
Solution
“Plecto creates positive stress. Because you don’t want to be last, right? You have the other agent’s sales visible. And it creates a motivating mindset in my team to make more sales,” William says.
It’s the combination of motivation and user-friendliness that makes Plecto the ideal solution for Försäkringsservice: “You get it visually. It looks good. It’s very user-friendly.” Försäkringsservice sales teams and CEO are visualizing, comparing, and driving better performance with Plecto. Here's just a few of the Plecto tools they've utilized so far:
With Plecto, Försäkringsseervice achieved a quick and easy overview of the metrics that matter to them. For both inbound and outbound sales teams, it has never been easier to visualize sales within different product categories and different budgets.
On their 15 real-time dashboards, the insurance brokerage visualizes the following KPIs on both team dashboards and personal employee dashboards:
Number of each product sold (5-item product line)
Total sales
Turnover
Value of deals
Salary/commission (personal dashboards)
While William has access to all of the more detailed data through the internal system—including budgets, number of booked meetings, and the number of offers sent out— sales agents only see data that is simple and relevant to them. “Everything has improved since Plecto has been there,” he says.
More efficient on the activities that matter
Instead of flooding his sales reps with more manual work and a sea of complex data that has no relevance to them, William displayed only relevant data that his sales reps would need to improve performance on Plecto dashboards.
The results of making performance data visual… and visually appealing?
Reps are more efficient and able to take immediate action on the activities that have the greatest effect on revenue. Sales reps at Försäkringsseervice were better able to understand the effects of their everyday sales efforts on their results and salary, and where the best opportunities were in the pipeline–and ultimately have been able to sell more.
Positive comparison and competitive culture
William wanted his reps’ performance to be driven by these insights, for them to compare their performance, and be motivated to outperform their previous performance or their colleagues—and this is exactly what happened.
Individual efforts improved as each rep wanted to be the best while contributing as much as possible to the success of their team targets, creating a culture of healthy competition and teamwork.
Cool contests to hot destinations
One such exciting contest that Försäkringsseervice ran was to encourage sales reps to hit or exceed their product sales targets. The prize? A seat on the kick-off trip to Marbella! The outcome? William unlocked the opportunity to boost and celebrate the performance of his entire team, instead of just recognizing one superstar performer. While individual performance was kept private to each employee, all agents were privy to overall product sales. “And what a trip it was!" adds William.
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With visualization came motivation. By making individual performance visible on personalized employee dashboards, agents could see the results of their everyday efforts. Not only was this motivating in how agents could see the fruits of their labor, and how they contributed to team targets, but it also directly corresponded to their salary.
"When team performance totals were shown, it had a great effect on motivation and pushed people toward higher highs!"
William Seyf
William understands that what motivates salespeople: competition, recognition, and money. This was the underlying reason William decided to show the agent’s salaries on employees’ personal dashboards (note: these are not accessible or visible to other agents!) He explains that explicitly making activity metrics visible to each agent “gives them a good visual of how their salary will be. Some KPIs are connected to the commission they will get, so it creates motivation to work even harder.”
The perfect real-time recap with a simple app
For the busy CEO, staying in the loop while out of the office was something William was able to do with ease using Plecto. “I use Plecto on my phone, sometimes on my Apple Watch, too. I get the notifications on there as well," he says.
"Getting access to the basic information in a fast way on my phone, while I’m on holiday or on a lunch break… Plecto is an easy way of doing that."
William Seyf
As for the sales reps, “they always have Plecto on their computer. They register their sales—and there are a lot of sales each day—and immediately see the effect on their dashboard. Some have the app on their phone.”
While the app provided the "quick overview" William sought, he uses real-time reports to get more detailed information, like how many meetings each rep has booked, what stage of the pipeline deals are at, and the insight into offers sent out. For William, the "reports are good for checking with our internal CRM system. That’s a way for me to see where sales are at in the pipeline.”
Final thoughts
Försäkringsseervice found a solution to simplify and visualize their sales performance data with Plecto.
William’s resounding final thoughts: “I would absolutely recommend Plecto. I get everything that I need in the package. It’s definitely good to listen to what the Plecto team has to say–the ones helping with the onboarding–listen to their input, as they’re very helpful.”
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Looking to centralize your data, motivate your agents, and incorporate gamification into your workflow like Försäkringsservice Stockholm?
*Disclaimer: We are committed to data privacy. All dashboard images in this blog post have been provided by our customer, Försäkringsservice Stockholm. Names and identification photos have been blurred out for security. Plecto does not access customer dashboards without written consent.
William Seyf
CEO and Co-Founder of Försäkringsservice Stockholm
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