As Remote Sales Director at MGEN, the leading mutual insurance provider for French public service workers, Sébastien Barnier launched Eagr as a carefully measured pilot with a control group. Here are the results.
Customer sheet
Client
MGEN
Sector
Complementary health insurance
On Eagr since
Pilot
Teams
Mail order and distance selling
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“All in all, you’re not just dealing with people who have a good idea for a tool or tech. You have people who know the sales pitch.”
Sébastien Barnier
Director of Remote Sales, MGEN
The Starting Point
MGEN protects public service employees through a network of 102 departmental branches and 800 advisors, in addition to the remote sales department managed by Sébastien Barnier. At this scale, helping advisors improve means also equipping those who supervise them.
“We started out hoping to have a tool that would help managers and employees improve.”
Sébastien Barnier
Director of Remote Sales, MGEN
The choice was made not to roll it out everywhere right away, but to test it within a defined scope, using an unequipped control group as a baseline for comparison.
How the Pilot Unfolded
Two elements stand out from Sébastien's feedback on the collaboration: the speed at which the product evolved, and the profile of the team on the other side.
“We had a very smooth operation, and your responsiveness was greatly appreciated at MGEN. We saw the tool evolve on a daily basis, and that was great.”
Sébastien Barnier
Director of Remote Sales, MGEN
Contacts who know the business
Not a tech team discovering sales, but a team that has actually sold.
“First of all, your commercial knowledge, your experience, and your background. All in all, you're not just dealing with people who have a good idea for a tool, or who have some tech. You have people who understand the sales pitch. I think that's a real asset, because you're fully aware of what you're implementing.”
Sébastien Barnier
Director of Remote Sales, MGEN
The Assessment
Sébastien emphasizes an important nuance: the effect was not seen in overall performance trends. It was clearly seen in the skills targeted by the program, and that is precisely where it was expected.
“On the topics we worked on—and it was quite natural to expect progress there—we achieved a 20-point increase compared to the control group, which didn't have it.”
Sébastien Barnier
Director of Remote Sales, MGEN
What's Next
The outcome of the pilot opened up discussions on an entirely different scale.
“Today, it encourages us to work with you to envision the future on a larger scale, perhaps before a full rollout across all 900 employees in the physical network and remote sales.”
Sébastien Barnier
Director of Remote Sales, MGEN
