MGEN needed to animate sales challenges against a backdrop of major changes in its strategic challenges. A 3-month benchmark of 6 solutions led to the selection of Objow. The pilot project then compared the results of 2 populations over 6 months: with and without Objow. The results were unequivocal: not only were the figures 2 to 3 times better, but there was also greater motivation, a better atmosphere and a change in the posture of the managers.
Dimitri Girardetti, partner at DG Conseil, brings his expertise to large companies on the subjects of performance and transformation of distribution.
MGEN is a large company with major challenges. It has a sales network of 1,200 sales representatives and managers. It has more than a hundred agencies and three sales call platforms.
For more than 50 years, MGEN has offered mutual insurance in B2C. Since a recent reform of the social protection of civil servants, the company has had to make a complete shift in its offers and is now opening up to the savings and health insurance markets.
This transformation is a key challenge for MGEN over the next two years. However, transforming a distribution network of this magnitude is complex.
To succeed in this transition, the company relies on 3 levers:
For this last point, it is essential to animate the sales network with challenges that generate commitment and radically change daily life. In addition to being motivating, these challenges must allow for the implementation of a real sales culture, as well as management with more coaching and collective animation.
To animate sales challenges, MGEN benchmarked 6 tools on the market, and selected two, including Objow. To compare them, MGEN launched a 3-month trial with several teams. Feedback showed that Objow stood out unanimously.
"Objow works better and is more appealing to employees. But that wasn't enough. We needed an impact study to make up our minds". Dimitri Girardetti, DG Consulting
MGEN therefore identified a complete sales region, with the physical network and remote sales teams, and ran a 6-month pilot to compare results with and without Objow. The two populations monitored offered sales challenges.
The first feedback is clear:
"With a digital tool like Objow, tracking is much simpler and more efficient." Dimitri Girardetti, DG Consulting
Moreover, the impact on results is spectacular: the pilot's revenue growth is 2x higher than that of the other regions in Q3 2022 compared to 2021.
The results show that advisors and managers alike have strongly recommended continuing with Objow. And with good reason:
"The results are clearly very positive: in terms of atmosphere, fun and team spirit. Objow is a motivational lever and a gas pedal for managers" Dimitri Girardetti, DG Consulting
Objow is also appreciated for its ease of use, both on-site and remotely. The tool is seen by advisors and managers as a lever for motivation and performance acceleration, as well as a factor for positive stimulation and emulation. It also enables managers to save time and take on the role of facilitator and coach for their advisors:
"It's both very beneficial in terms of numbers but also in terms of motivation and changing the posture of managers. We won everything!" Dimitri Girardetti, DG Consulting
With convincing results in terms of numbers, motivation, atmosphere, teamwork and management quality, MGEN has decided to continue using the tool in 2023, and Objow will continue to adapt it to the needs of users, taking their feedback into account so that it brings them even more value in the future.
Find the testimony of Dimitri Girardetti of DG Consulting in the excerpt of the webinar "How to empower your middle management?" of November 2022 by clicking on this link.
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