Sales network: a triad for our future.

Direct customer access is Helvetia’s strength. The new strategy is intended to lead the company into the future. viva asked Simon Weiner what contribution the newly created Sales Network unit will make.

Text Jens Wiesenhütter Photos provided

You have compared the Sales Network to playing the piano. Do you play the piano yourself?

Not yet, although playing piano was one of my biggest childhood dreams. As a proud dad, however, I do have the pleasure of listening to Louis learn. And in doing so, I have realised that playing with the white keys alone is not enough. It is only when they interact with the black keys and the pedals that you can create a real harmony. This is the kind of interaction we also need in the Sales Network.

How do you mean?

The Sales Network comprises three different contact options for our customers: personal advice provided on site, telephone or digital outbound contact and the entire online world. Only if we work together in a seamless fashion will it be possible to provide our customers with effective and efficient support and realise our potential.

What do you hope to gain from greater cooperation within the Sales Network?

Our strength lies in the provision of personal advice and we are convinced that this will remain the case in the future. Nevertheless, we expect a lot from the Sales Network, namely the securing of greater customer loyalty across the board and increased sales power. At the same time, we are creating greater efficiency, meaning that our advisors are able to focus on the essentials.

The strategy has been given the motto “Driven by Strength”. What strengths can we build on?

During the last strategy period, we put important foundations in place for the Sales Network. With the introduction of UNO, our new CRM, and Vlot, our pension calculator, we have established the basis for the provision of comprehensive 360-degree advice. This has in turn improved the quality of leads and created new successful outbound use cases.

Efficiency and effectiveness in the Sales Network are among the six key “must wins” of the Swiss market strategy. What objectives have you set yourself here?

As things stand, customer potential is primarily being utilised by our colleagues in the sales force. Going forwards, we want to increasingly draw on the entire Sales Network based on data. This will allow us to better manage business cases and leads, further improve the quality of our advisory services and push forward with specialisation.

You have reorganised the Sales Network under your management? Where do you believe the biggest challenge lies?

We have introduced numerous new systems and thus laid the foundations for our future success. These now have to be optimised and applied in a disciplined manner. The biggest hurdle I see here is how we as humans are willing and able to accept things and change our habits. If we succeed in doing so, however, we will become more effective and successful and will be able to relieve ourselves of unnecessary tasks. This will create room for greater enjoyment in our interactions with customers and ultimately more pride in the work we perform each and every day at Helvetia.

On the track

The Oerlikon Velodrome in Switzerland is a concrete wonder and an architectural masterpiece dating back to 1912. And it is a prime example of how close cycling is to the people. During the season, people meet here every Tuesday evening to race and enjoy a sausage and a beer, while others use it as an opportunity to talk shop.

Photo Pascal Mora, Zürich