Becoming Howden’s trusted advisor through driving sales performance

What did Howden want to achieve?

Howden’s ambition was to evolve their client-facing Consulting team from technically competent product specialists to market-leading Employee Benefit and Wellbeing Consultants, for their clients.

The results

After working with SBR Consulting, Howden had a record financial year with their highest-ever New Business and Client Retention performance.

Howden has evolved from a business that was reliant on 1 or 2 individuals to achieve their targets to everyone understanding the role they play, and buying into the need for sales and how to achieve this.

They saw an opportunity to drive higher sales performance when giving their team the skills and environment to grow and develop their position, both internally and with their clients, becoming the client’s Trusted Advisor.

“The SBR difference against what is available elsewhere in the market has been a real understanding of our business and the sales opportunities that exist with our clients. We wanted significant credibility when training our team (a key challenge we saw and important to consider given the experience and attitudes within some of the team) and the ability to take a forensic look at all aspects of management, reward and process that may affect sales performance.”

Cheryl Brennan
Director of Corporate Consulting

SBR’s approach

The initial programme developed into a need to address some other aspects of job roles, consultant competencies and team structures. All supported by the SBR team. Senior Management were engaged and embraced the process which reflected the capabilities and credibility of the people within SBR.