Gryphon Networks

A comprehensive analysis of increased sales performance

as a result of Gryphon’s proven 60-day pilot program.

BROWN AND BROWN INSURANCE Case Study

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When B&B closed the visibility gap between their reps and revenue, they were able to transform their sales team into a revenue engine that drives long-term growth.”

-Gryphon Client Success Team

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INTRODUCTIONDear Sales Leader,

In the past decade, companies have spent hundreds of billions of dollars on sales-related technology initiatives with a goal to drive efficiency, consolidate information, and simplify the sales process.

In spite of these efforts, less than 40% of forecasted deals end up closing, the average tenure of a sales leader is 18 months and dropping, and agents continue to spend too much time “checking boxes” rather than on revenue-generating outreach to customers and prospects.

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Gryphon Sales Intelligence

Technology was meant to be an enabler, not an obstacle to efficiency. Many of the tools that were deployed over the past several years have been designed to showcase complexity rather than minimize it. The best sales tools are “invisible” to the user and provide an automated, accurate service that performs valuable tasks without getting in the way of the rep’s work flow.

For almost 20 years, Gryphon technology has been in the path of hundreds of millions of sales and service calls from reps calling on behalf of many of the largest organizations worldwide. Our system captures phone-based activity from any device in real time and presents managers with a clear view of the daily behaviors that get the best results, and the ones that don’t.

When it comes to tools that are proven to drive sustained effectiveness for large, distributed sales teams, Gryphon knows what works because we have seen it work for our clients for more than a decade against the largest conceivable sample size.

Whether your team is operating from headquarters, branches, working remotely, or on the road, Gryphon’s patented technology transforms sales call activity into actionable intelligence, allowing leaders to make better decisions based on actual numbers and to manage their teams to a higher standard.

There is no better testimonial than learning directly from the success of our clients. The following case study will illustrate specifically how Gryphon optimizes performance by closing the visibility gap between reps and revenue to improve coaching, increase customer retention, and drive growth for a known market leader.

But you don’t have to take my word for it. Read on and find out.

Eric EsfahanianChief Revenue Officer

Brown & Brown Insurance, one of the largest insurance brokerages in the U.S., began working with Gryphon to help their thousands of producers meet their aggressive revenue and growth targets.

A Lack of Management Visibility

B&B was unable to monitor the daily call activity of producers and lacked a way to accurately report on performance consistently across offices and regions.

Furthermore, they were dealing with a lengthy onboarding cycle for new producers as they were unable to identify what success on the phone looked or sounded like.

Because B&B had no measurable criteria for success, they struggled to bring new hires up to speed quickly and were holding onto underperforming producers for too long.

01 / THE PROBLEM

BROWN AND BROWNXGRYPHON NETWORKS

Learn how the Gryphon System enabled Brown and Brown Insurance to surpass their performance and revenue goals.

Gryphon Networks Case Study

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Gryphon Sales Intelligence

Implementing the Pilot ProgramTwo 60 day “review periods” were set up for the pilot program to track progress. Data from two review periods was needed because B&B had no accurate prior numbers with which to compare producer performance - since they were not previously capturing sales data.

By the start of the second review period, it was clear that B&B was soon to benefit from the capture of accurate data:

Gryphon captured recordings and details of successful and unsuccessful calls and rendered them in real-time to the dashboard. Heatmaps of the best times or days to call were available to give management information that would easily improve effectiveness and maximize agent prospecting time.

03 / RESULTSBecause B&B had no previous access to this call activity data, leadership almost immediately began to see positive results simply through visibility itself, even prior to goal setting.

As a result of the pilot, B&B was able to dramatically increase agent effectiveness in several key ways.

Hitting BenchmarksSignificant improvement was measured by the conclusion of the second two-month review period. During the second review, contact effectiveness (# of contacts to set appointments) increased by 14% (33:1, an improvement from 38:1).

Gryphon Networks Case Study

02 / THE PROCESSAfter discussing their challenges with Gryphon’s consultants, B&B initiated a pilot with a subset of their new producers.

The goal was to obtain an understand-ing of daily phone-based activity levels, track metrics, and set benchmarks for producers based on the behaviors that appeared to be consistently working.

The number of call attempts made, conversations had, and the number of appointments set were tracked as Key Performance Indicators (KPIs) for each team and new producer throughout the pilot.

Criteria for Success

Additionally, calls were recorded so managers could listen to and showcase successful calls, as well as coach reps based on the results of unsuccessful ones.

Finally, Gryphon enabled B&B to track the best times or days to call to set appointments, and from there to get the best call effectiveness ratios to measure progress over time.

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Gryphon Sales Intelligence

KPIs

Calls Made Period 1 17,854 Period 2 33,241

Contacts Made Period 1 14,836 Period 2 20,983

Appointments Set Period 1 389 Period 2 621

Agent 1

Appointments Period 1 16 Period 2 27

Call Effectiveness Period 1 96:1 Period 2 56:1

G-Score Period 1 90 Period 2 99

04 / CONCLUSIONIncrease Performance, Increase Revenue.

As a result of the Gryphon pilot, B&B was able to tackle their growth goals head-on by addressing the key to identifying success over the phone; the daily calls made by agents.

When B&B closed the visibility gap between their reps and revenue, they were able to transform their sales team into a revenue engine that drives long-term growth.

Companies with large, dispersed sales teams depend on Gryphon Networks to optimize sales performance and eliminate regulatory risk. We know that the daily activity of your sales team is the lead-ing indicator of success and top line growth. If your team is mobile or working in branch offices, its nearly impossible to get an accurate read on the calls, conversations, follow-ups, and appointments that happen every day without technology.

Instead, bridge the visibility gap between your reps and revenue with Gryphon.

Gryphon Sales Intelligence

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Gryphon Networks Case Study

The pilot identified the top performers who led the pack in both activity and effectiveness. These behaviors became the benchmark for the region, resulting in a blueprint for producer success and a catalyst for them to generate greater revenue more quickly and efficiently than was previously possible.

Agent Improvement

Finally, B&B realized a more productive onboarding process. New hire improvement was significantly quicker and more productive between periods 1 and 2. In fact, one new hire set 27 appointments (1516 calls) in period 2, an increase from 16 appointments (1542 calls) in period 1. The agent’s call effectiveness improved from 96:1 to 56:1, and his GScore went from a 90 to a 99.

Reps almost doubled call attempts, and agent call and contact effectiveness improved significantly between Review 1 and Review 2.

Gryphon’s cloud-based technology automatically collects and analyzes call data from any device to transform sales call activity into actionable sales intelligence,

delivering significant return-on-investment from customer communications and outreach.

www.GryphonNetworks.com