Hope is NOT A Strategy

Replacing  Guessing  With  Knowing  to  Eliminate  Hoping…  

INTERVENTION    

Hope is NOT A Strategy

The  most  pressing  ques0on  facing  brokers  and  agents  seeking  to  drive  accelerated  growth  in  top-­‐line  revenues  in  today’s  compe00ve  marketplace  is  “How  can  I  get  more  produc0on  out  of  my  current  sales  execu0ves  with  porAolios  and/or  account  execu0ves?”      

Hope is NOT A Strategy

•  Sales  ap>tude    •  Pipeline  adequacy    •  Time  or  priority  management  •  PorDolio  management    •  Service  team  organiza>on  and  alignment    

•  Sales  or  nego>a>on  skills  •  Incen>ves/mo>va>on      •  Accountability  •  Opportunity  management    •  Reten>on  planning    

There  are  numerous  issues  that  could  be  limi0ng  an  individual’s  ability  to  effec0vely  generate  top-­‐line  revenues.  For  example…  

Hope is NOT A Strategy

How  confident  are  you  in  your  understanding  of  the  granular  issues  that  could  be  limi0ng  individuals’  abili0es  to  generate  adequate  top-­‐line  revenues?        What  if  you’re  wrong?    

Hope is NOT A Strategy

How  confident  are  you  in  the  decisions  you’re  making  when  it  comes  to  geKng  the  most  out  of  your  team?        What  if  you’re  wrong?      

Hope is NOT A Strategy

Wouldn't  it  make  sense  to  have  a  second  set  of  “experienced”  eyes  analyze  and  assess  your  team  for  purposes  of  iden0fying  underlying  issues  impeding  sales  performance  and  advising  you  on  the  adjustments  needed  to  drive  enhanced  results?      

Hope is NOT A Strategy

Welcome  to  INTERVENTION    

Proven  approach  for  iden0fying  “hidden”  sales  performance  inhibitors  and  advising  clients  on  what  specific  changes  could  be  made  to  improve  individual  and  team  performance  in  genera0ng  top-­‐line  revenues.      

Hope is NOT A Strategy

The  INTERVENTION  Approach    

Discovery      

Assistance    Improved  Sales  Performance    

Assessment    

Findings  and  Recommenda>ons    

Hope is NOT A Strategy

Stage  1:    Discovery  for  Assured  Understanding  

We  will  conduct  due  diligence  and  discovery  via  review  and  preliminary  analysis  of  performance  and  other  related  informa0on  on  the  involved  team  or  individual(s)  in  prepara0on  for  Stage  2  Assessment  (on-­‐site,  face-­‐to-­‐face  interviews).      

Hope is NOT A Strategy

Stage  2:    Deep-­‐dive  Assessment  

Building  on  our  Stage  1  discovery  findings  and  preliminary  analysis,  we  will  conduct  a  series  of  structured,  face-­‐to-­‐face  interviews  with  leadership,  the  involved  team  and  designated  individual(s)  to  iden0fy  and  assess  underlying  sales  performance  inhibitors  and  poten0al  remedies.    

Hope is NOT A Strategy

Stage  3:    Findings  and  Recommenda>ons      

Based  on  the  findings  of  Stage  1  discovery  and  Stage  2  interviews  and  assessment,  we  will  prepare  and  present  to  client  leadership  a  detailed  report  outlining  the  underlying  factors  uncovered  that  are  currently  limi0ng  individual  and  team  sales  performance  to  also  include  specific  recommenda0ons  for  addressing  iden0fied  issues.  We  will  then  work  with  you  to  develop  a  viable  ac0on  plan  for  addressing  all  issues.      

Hope is NOT A Strategy

Stage  4:    Assistance  for  Assured  Implementa>on      

This  stage  will  involve  the  design  and  execu0on  of  any  specific  YORK  assignments  reflected  in  the  ac0on  plan  developed  in  Stage  3.    These  assignments  will  be  conducted  on  a  project-­‐by-­‐project  basis  and  designed  to  assure  effec0ve  implementa0on  of  the  Stage  3  ac0on  plan.      

Hope is NOT A Strategy

Why  York?    •  Decades  of  “real-­‐world”  

experience  assessing  and  turning-­‐around  under-­‐performing  sales  teams.  

 •  Proven  approach  for  adding  

value  to  our  clients’  efforts  to  iden0fy  “hidden”  issues  and  install  the  right  strategies  to  maximize  individual  and  team  sales  results.      

 •  Outcome  certainty  drawn  from  

extensive  global  experience  in  varied  professional  environments.                      

Hope is NOT A Strategy

Program  Leader    

Phil  O’Brien  is  Managing  Partner  of  YCG  and  the  senior  partner  involved  in  the  execu>on  of  INTERVENTION  assignments.    Phil  brings  decades  of  experience  in  building,  managing  and  improving  the  performance  of  client  and  sales  teams  with  target  achieving  results  at  Sedgwick,  Johnson  &  Higgins,  Marsh  and  Aon.    He  has  served  in  senior  client  management  and  sales  leadership  roles  in  both  the  US  and  Europe.  Phil  received  bachelors  and  masters  degrees  from  the  University  of  Maine  and  is  a  graduate  of  Harvard  Business  School’s  General  Management  Program.      

Hope is NOT A Strategy

We  help  our  clients…    

TRIAGE    Develop  and  install  enhanced  strategies  for  

protec0ng,  retaining  and  compe00on-­‐proofing  important  strategic  accounts.  

 INTERVENTION    

Iden0fy  and  address  underlying  performance  issues  of  individuals  and  teams  for  purposes  of  

securing  increased  sales  results.      

ADVANCE  Analyze  issues  and  execute  strategies  that  solve  problems,  enhance  organiza0onal  effec0veness  and  realize  team  poten0al.  

Hope is NOT A Strategy

The  York  Consul>ng  Group,  LLC  PO  Box  934,  York  Harbor,  ME  03911  802.825.1560  pdobrien@yorkconsul>ngllc.com  www.yorkconsul>ngllc.com  

Replacing  Guessing  With  Knowing  to  Eliminate  Hoping…