Partena is an independent health insurance fund which provides a personal service, useful digital tools and an extensive package of personal benefits and services tailored to every stage of life.
Partena Health Insurance Fund has experienced unprecedented commercial growth in recent years. One of the drivers behind this expansion has been the development of their custom sales methodology, Hartena, which is essentially a highly relational way of approaching customers. Koen Vandendriessche testifies that the Hartena sales approach has not only led to spectacular results, but also to a positive perception of sales among employees who predominantly have a relational channel of trust.
Koen Vandendriessche: “Today, our RIO coaches have already done three hundred field coaching sessions. That’s three hundred commercial conversations with customers that they follow on-site. In that way we embed the methodology. They work with the RIO coaching document for this. RIO ensures that you immediately speak the same language. During conversations they used to speak past one another and couldn’t put their finger on exactly why. Thanks to a common language, this now goes much more smoothly.”
Koen Vandendriessche: ‘A year and a half ago, after testing, we had 24 people who wanted to do front office sales. We now have 45 people, which is almost 50% of all front office staff. Here is a nice anecdote: we recently started with video calls for customers and prospects. So not for service, but for commercial questions. We had opened the assignment and asked who wanted to collaborate on a proof of concept. And I thought: I’ll be satisfied with three or four. Instead, I had to hold them back. And that’s a good thing. I had room for eight people to do a proof of concept. I had to go up to 14, otherwise I would’ve disappointed too many people. So, the negative connotation around sales from three years ago is gone. Just gone. That’s the biggest change our organization has seen. The front office only wanted to do service and now we’re seeing that the “farmer profiles” who once suffered from cold feet are saying: “Go on, give me two more slots for appointments” or “Send that prospect over to me.” We’ve hardly had to replace any people during this transformation process because the “RIO sales story” really hit home.’
Necessary cookies are absolutely essential for the website to function properly. These cookies ensure basic functionalities and security features of the website, anonymously.
Cookie | Duration | Description |
---|---|---|
cookielawinfo-checbox-analytics | 11 months | This cookie is set by GDPR Cookie Consent plugin. The cookie is used to store the user consent for the cookies in the category "Analytics". |
cookielawinfo-checbox-functional | 11 months | The cookie is set by GDPR cookie consent to record the user consent for the cookies in the category "Functional". |
cookielawinfo-checbox-others | 11 months | This cookie is set by GDPR Cookie Consent plugin. The cookie is used to store the user consent for the cookies in the category "Other. |
cookielawinfo-checkbox-necessary | 11 months | This cookie is set by GDPR Cookie Consent plugin. The cookies is used to store the user consent for the cookies in the category "Necessary". |
cookielawinfo-checkbox-performance | 11 months | This cookie is set by GDPR Cookie Consent plugin. The cookie is used to store the user consent for the cookies in the category "Performance". |
viewed_cookie_policy | 11 months | The cookie is set by the GDPR Cookie Consent plugin and is used to store whether or not user has consented to the use of cookies. It does not store any personal data. |
Functional cookies help to perform certain functionalities like sharing the content of the website on social media platforms, collect feedbacks, and other third-party features.
Performance cookies are used to understand and analyze the key performance indexes of the website which helps in delivering a better user experience for the visitors.
Analytical cookies are used to understand how visitors interact with the website. These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc.
Advertisement cookies are used to provide visitors with relevant ads and marketing campaigns. These cookies track visitors across websites and collect information to provide customized ads.
Other uncategorized cookies are those that are being analyzed and have not been classified into a category as yet.