Smooth Selling Ahead: Sales Force Automation Improves Insurance Sales Cycle
Empire is also concentrating on convincing the independent brokers who are not yet using the self-service functionality of the original Broker Services Application to give it a try. If brokers still call Empire for quotes, they are encouraged to use the Web service by the Empire sales representatives, who use the portal to dispatch quotes. "Like with any radical change, it’s just hard to get people to go with it," Bell says. A lot of brokers have told him that they’re eager for more functionality on the site?they want to be able to enroll individual employees online. Empire is working on that right now, Bell says.
But getting the most out of the system is an ongoing process. "It’s a matter of focus," he says. "We are listening to what people want."
