How a global insurer moved sales execution and client behavior together
Client-facing teams shifted relationship-building and sales discipline in parallel in a 90-day behavioral execution program
Backstory
This Global Insurance Company operates at scale, with client-facing teams serving customers across multiple regions and lines of business. The organization had invested in both relationship-building training and sales execution training, treating each as a distinct competency.
The transformation they were running targeted client-facing behaviors and sales execution in parallel. It mattered because these two priorities had always been treated as separate skills, and leadership had no system that could move both at the same time or measure whether improving one came at the cost of the other.
We finally had a system that moved relationship-building and sales discipline at the same time, and the data to prove both were improving together.
The Challenge
Client-facing teams at this Global Insurance Company were caught between two priorities.
Relationship-building as one skill. Client relationships were treated as a separate competency from sales discipline, with different training and different owners.
Sales execution as another. Disciplined sales execution was treated as a different skill set, with its own metrics and its own coaching.
No system to move both. Leadership had no system that moved both at the same time, and no way to measure whether improving one came at the cost of the other.
No way to measure tradeoffs. Nobody could prove whether being good with clients came at the expense of being good at sales, or vice versa.
Generic sales training would focus on one or the other, not both, and couldn't prove whether both moved together.
How Kyper Made It Stick
The company ran a 90-day behavioral execution program that targeted client-facing behaviors and sales execution in parallel, built on the Kyper platform. Each day brought a specific, observable action tied to how reps showed up with clients and how they executed on sales fundamentals.
Relationship-building and sales discipline are not a tradeoff.
Built from their playbook
Kyper Studio translated the company's sales methodology into a 60-step behavior path targeting client-facing behaviors and sales execution in parallel. Each step was a specific, observable action reps could take that day.
Daily steps in the flow of work
Kyper Shift delivered five minutes a day, embedded in the flow of work. Each step was a specific, observable action tied to how reps showed up with clients and executed on sales fundamentals.
Real-time behavior data
Kyper Dashboard captured a baseline of how reps were actually behaving before the program started. Ninety days later, they measured again. Both outcomes moved in the same direction, in the same window, with data behind both.
When you build the right behaviors into daily work, both move together.
The Results
In 90 days, client-facing teams measurably shifted both relationship-building and sales discipline, with before and after data proving both moved together.
+29% client-facing behaviors. Reps built consistent habits around how they showed up with clients, strengthening relationships without sacrificing sales discipline.
+36% sales execution. Sales fundamentals improved in parallel, proving that being good with clients and being good at sales can move together.
88% engagement. Reps stayed engaged across the full 90 days. That's proof that relationship-building and sales discipline are not a tradeoff when you build the right daily habits.
The program proved that being good with clients and being good at sales are not competing priorities. When you build the right behaviors into daily work, both move together, and you can see it in the numbers.
Voice of the Participants
We finally had a system that moved relationship-building and sales discipline at the same time, and the data to prove both were improving together.
We stopped choosing between being good with clients and being good at sales. The program proved both can move together when you build the right daily habits.
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