The Secrets of Transforming an E2E Sales Process

Overview

Martijn Gibnau, CEO of ING Hungary, discusses how ING Central Europe set out to transform the sales processes of their Insurance & Pension Fund Servicing affiliate. Martijn resolved that it be done with tight collaboration between business and IT and with the full involvement of the sales agents themselves. Martijn’s collaborative approach ensured acceptance from the sales agents and delivered a completely transformed end-to-end and significantly automated sales process. While the results include increased productivity, more importantly the sales and marketing management personal are now empowered to better monitor sales progress and success rates, ensure compliance, improve quality assurance, and create stronger relationships with ING’s customers.