For the SunLife agents to be successful the accumulated experience and knowledge in the company need to be captured, and applied to the sales cycles and ongoing customer relationships. This is another major gap that is in the approach the company is taking with the implementation of Maestro today as well. SunLife is not taking into account the deep expertise and knowledge within the company to streamline and make more efficient the selling process, and as a result the resistance to change on the part of agents just increases over time. They fail to see the value of making any significant shift in how they view new technologies to help them sell more effectively or continually be trusted advisors over time.

SunLife has an exceptionally strong grasp of technologies and their contributions to each aspect of the insurance sales, account management and risk management aspects of the insurance industry. Several...
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