Alexandre, CNP Assurances: "1 additional policy per salesperson every 2 days".

CNP Assurances has been using Objow since 2023 to animate its teams of advisors. Here's a testimonial from Alexandre Lenormand, sales animator.

Background and challenges

What is your role at LBPA?

I'm a sales coordinator at CNP Assurances, formerly LBPA. My role is to supervise sales, analyze and manage the call center's commercial activity, lead teams of advisors and optimize commercial strategies.

What were your difficulties before using OBJOW?  

Before Objow, our main challenge was the lack of visibility on individual and team performance, which made it difficult to motivate and align business objectives.

With the introduction of telecommuting and the fact that we work at several sites, we had to rethink our sales promotion. We had to get away from these Excel spreadsheets, while at the same time finding a way to federate, remotely, in real time... Objow was therefore the ideal tool.

Why choose Objow?

We chose Objow for its ability to provide a clear real-time view of performance and progress towards the goal, and also for its reward management system, which perfectly matched our needs.

Setting up and adopting Objow

How did you go about setting up Objow?

Implementation was quick and easy, thanks to the tailor-made support offered by the Objow team. They were able to help us refine our indicators and implement the animation levers best suited to our business. Team training was quick and seamless. The premium support offered by Objow enables us to co-construct animation plans that are truly aligned with our challenges and that best meet the expectations of our advisors.

Which indicators have you integrated and why?

• ‍Volume ofcontracts by product category and customized periods (week, month, quarter, year). These indicators can be viewed by product family and according to the seasonality of our business.
• We have just introduced average indicators, which take into account the production time of each consultant. This enables advisors to anticipate their variable remuneration.
• 4 times a year, we set up business or CSR challenges to boost activity through rewards and badges to reward our advisors.  
• Team quizzes to enhance advisors' knowledge and encourage emulation and team spirit through a fun activity that's different from the ordinary.

How did the teams get to grips with the solution?

Teams quickly adopted the solution, thanks to its intuitive, fun interface.  

The online help portal is very simple and effective. We are seeing excellent connection rates, with over 5 connections per advisor per day.

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Results and benefits

 What benefits have you seen?

We have seen several benefits:

• Significant improvement in sales performance:
  • on average, 1 more contract sold per sales rep every 2 days 
  • productivity +14% onMAJEURS contracts and +16% on EDG contracts
  • effort rate reduced by -18%.

• Increased team commitment driven by excellent adoption of the tool: 84% of advisors say that Objow has motivated them to seek out additional business. On average, advisors connect to the platform 5 times a day.

• Improved cohesion within the division: Objow has played a key role in uniting the hybrid teams, creating strong links within the division and energizing our working environment.
• A change in managerial attitude: 100% of managers say they have gained visibility thanks to Objow, enabling them to focus on management. Objow is a facilitator in the daily life of managers.
• This saves sales animators at least 1 hour a day, giving them more free time in the field for individual coaching, not to mention a lighter mental workload!

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If you had to sum up Objow in 3 words?

Intuitive, Motivating, Efficient

What about tomorrow?

For the future, we plan to make greater use of Objow's animation functionalities to fine-tune strategies and continue to stimulate growth. To this end, we plan to set up a dedicated animation for managers, with their own objectives, badges, rewards...

Introducing CNP Assurances:

• Business sector: Insurance
• Company size: 900 employees
• Department concerned: Development Division (sales department)
• No. of users: 50 users

La Banque Postale Assurances has developed on the basis of a multi-partner model, backed by the La Poste group's values of trust, accessibility and proximity, and therefore benefits from a unique and original positioning in the French market. La Banque Postale Assurances' sales strategy focuses on simple, affordable products tailored to the needs of its customers.

On November 13, 2023, the corporate names of the LBPA entities changed to CNP Assurances IARD, CNP Assurances Prévoyance, CNP Assurances Santé Individuelle and CNP Assurances Conseil & Courtage.

Since April 2024, the Strategic Relations with the La Banque Postale Group (RSBP) division has been responsible for the Group's life and non-life insurance, personal protection and health insurance activities.

We are now all united under the same name: CNP Assurances.