Customer stories/Insurance/Farmers Insurance

A Farmers Insurance district that made every sale loud, big and visual

How district manager Richard Martin turned a district of independent agencies into one team, coaches new agents from their first day of quoting, and got 10 hours a week of reporting back.

Insurance · District management Virginia, USA 4 min read

Trusted by top sales and service teams globally

Background

From 219th to #7 nationally

In short

Farmers district manager Richard Martin runs SalesScreen 24/7 on big screens in his district office and in a shared Slack channel. It helped turn a group of solo agency owners into one district team, gives his coaches a live read on every new agent's effort, and saves the district about 10 hours a week of manual reporting.

Richard's Virginia district covers 28 independent agencies and around 120 producers. When he took over about a year ago, it ranked 219th out of 219 on Farmers' Prime score, a health check built from more than 15 metrics, from quoting to retention. Today it sits at #7. Richard puts the climb down to intentional, standardized systems that every agency runs on, and SalesScreen is the one everybody can see.

The challenge

Agency owners working solo, and live activity buried in Apex, Farmers' Salesforce system

Most of the district's agency owners had always run their own small shops, with no reason to look past their own four walls. And even if they wanted to, the numbers were hard to get to. Today's quotes and new business were all in Apex, where agents manage customers, quotes and policies, but spread across reports, lists and policy records, so nobody had a live view of what was happening across the district.

“There was no real visibility into what was live and happening. You could go and click buttons and go find it, but if you're going to depend on a human person to take the time out to see where they are, where everyone else is, it's just not going to happen.”
Richard MartinDistrict Manager, Farmers Insurance, on life before SalesScreen

  1. Agencies working solo

    Owners thought of themselves as mom-and-pop shops. In Richard's words, being part of a team was a new idea for a lot of them.

  2. Numbers buried in Apex

    Finding today's quotes and new business meant digging through reports, lists and policies. Richard calls it confusing, and most days nobody had the time.

  3. Sales nobody else could see

    Insurance has no product on a shelf. Unless someone makes a sale visible, the win stays with the person who wrote it, and nobody else feels it.

The approach

Start at the district office, then make it impossible to miss

Richard ran SalesScreen in his own agency as one of Farmers' early pilot users, so when he became a DM he built it into the district from the start. His rule: it starts at the district office, and it never goes quiet.

It won't work if it's on the computer somewhere and I've got to log in every day. You need it on the 24-hour feed as big as possible.
Richard MartinDistrict Manager, Farmers Insurance
app.salesscreen.com / screensExample
SalesScreen district dashboard on a wall-mounted TV in an office meeting room SalesScreen posting the district dashboard and a celebration into the #district-wins Slack channel, with agents replying SalesScreen celebration for a new auto policy on a desk monitor in an open office
24/7 on the district floor
The results

A district that celebrates together, spots effort early, and got its reporting time back

Richard is clear that SalesScreen is one of several systems behind his district's climb. What it changed is how the district works day to day: who gets seen, how fast coaching starts, and how much time goes into building reports.

  • Celebrates together

    Celebration videos and Slack banter gave solo agency owners a district to belong to, and new names on the board get recognized the day they show up.

  • Spots effort early

    From a new agent's first live quoting day, quote activity shows who's putting in the work, so coaching starts long before the first close.

  • ~10 hours a week back

    of manual reporting saved. The office manager shares performance hourly without pulling and re-sending Farmers reports.

“Look, you're doing phenomenal. You're on the leaderboards every single day for quoting activity. Do not discourage yourself. You're exactly where you're supposed to be.”
Richard MartinOn coaching new agents who haven't closed yet
“To pull those same reports inside of Farmers and then re-communicate those out to the district, we're talking a couple hours a day. Easily 10 hours a week.”
Richard MartinOn time back from reporting
“That's where everybody's heads turn around for the third time… and they're like, okay, just wait, I'm next.”
Richard MartinOn celebration videos
In his words
“You need it loud. You need it big. You need it visual. You need it to be a living, breathing system inside of your district office. It starts at the district office.”
Richard MartinDistrict Manager, Farmers Insurance (Virginia)
Farmers Insurance
G2 Leader in Sales Gamification

A G2 Leader in Sales Gamification, six quarters running, rated 4.7 out of 5

Reviewers keep coming back to the same three things: seeing their numbers in real time, competitions that keep the whole floor engaged, and how easy it was to set up.

4.7 out of 5 from 486 reviews on G2
Read the reviews on G2
G2 Leader G2 Best Results, Mid-Market G2 Most Implementable
I use SalesScreen to track my progress overall and against other reps. I like how we have a TV in the office that displays everyone's stats. The initial setup was so easy.Owen T.Verified review on G2 It has great functionality for the sales team that makes them more engaged in their performance goals, and with each other. This provides for a more fun working environment throughout.Elise P.Verified review on G2 What I like best about SalesScreen is how it motivates my salespeople. It has significantly improved our sales culture, increased motivation at work, and led to better overall sales results.Patrik N.Verified review on G2 I like SalesScreen for its quick response time and its user-friendly design, which makes the program much easier to use and saves time. Also, the setup was straightforward, making it easy for us to get started.Daxtyn C.Verified review on G2 I do like how easy it is to read and understand SalesScreen. I also like how easy it is to pick out prizes. It's nice to easily click on a prize and apply to receive it. The initial setup was very easy for my team.Shannon M.Verified review on G2 I like that we can see the numbers that other people in the company are doing. It helps motivate me because I'm competitive. It motivates me when we're doing well or not doing well, pushing me to do better or giving me the reassurance that we're doing great.Kevin L.Verified review on G2
I find SalesScreen easy to use and appreciate the updates it gives me, which motivate me to work harder. The initial setup was very easy, and I liked all the features it has. The platform helps me look at numbers for the agents and shows me how I compare to others in the office.Halie W.Verified review on G2 I use SalesScreen for work, particularly to analyze KPIs and personal tracking. I like how it helps keep track of numbers and the organization of everything I've done. I really appreciate the organization and layout, as the categories and overall organization make it easy to use.Lexie R.Verified review on G2 I like SalesScreen because it keeps me motivated to do better and compete with the other agents in my office. The coins and prizes system is great, as it motivates me to produce more since I can redeem rewards for doing better. Additionally, I found the initial setup to be very easy.Jaret C.Verified review on G2 Fast feedback on how the team is performing. You can look at different types of products and look across time as you use it to compare your salesteam over time. We've used it across customer service and different salesteams. Good support from account manager as well as very customizable site.Joar S.Verified review on G2 Very easy to break down the categories of metrics I want to track. Both the lead generation and the pending transactions are easy to track and measure in salescreen.Jacob D.Verified review on G2 I like the customizable songs that you can use when you get a set. The battles where you can compete against different reps for sales or call numbers are also something I really enjoy.Bailey F.Verified review on G2
More customer stories

Teams like yours, seeing results like these

See all customer stories
Rogaland SparebankBanking +200%goal attainment for Rogaland Sparebank's customer service teamsRead the story GWIMarket research $4.3MSDR pipeline for GWI, up from $2.4MRead the story TellixSoftware +33%total sales for Tellix, with 54% more callsRead the story
Works with your stack

Your data already exists. We make it impossible to ignore.

Every call, meeting and closed deal is already sitting in your CRM and the tools around it. SalesScreen connects to them and turns that activity into dashboards, leaderboards and moments worth celebrating, with nothing for reps to type in.

Exports, spreadsheets, month-end reports Synced automatically, live every day
Explore all available integrations
Interactive product tour

You've read the story. Now click through it.

The dashboards, leaderboards and coaching tools behind every result on this page, in a tour you can explore at your own pace, before you talk to anyone.

01Live dashboards 02Wall of Fame 03Coaching and recognition
SalesScreen dashboard Start the interactive tour

Opens the SalesScreen tour on Storylane. No sign-up needed.

FAQ

Questions about this story

Quick answers on how Richard Martin's Farmers district uses SalesScreen, and what changed.

Ask us about your team

What problem did this Farmers district solve with SalesScreen?

Agency owners were working solo, and live activity was buried in Apex across reports, lists and policies that few people had time to dig through. The district needed one live scoreboard that every agency could see and share.

How does the district use SalesScreen?

Two rolling screens, 50 and 100 inches, run SalesScreen 24/7 on the district office's training floor, and the same dashboards feed a district-wide Slack channel. Producers set their own celebration videos, and coaches use quote activity on the leaderboard to support new agents from their first live quoting day.

What results did the district see?

The district saves about 10 hours a week of manual reporting, its agencies now celebrate and compete as one team, and coaching starts as soon as new agents begin quoting. Over the same period the district climbed from 219th to #7 on Farmers' Prime score, which Richard credits to standardized systems across the district, SalesScreen among them.

How does SalesScreen help coach new insurance agents?

New business takes time, but quote activity shows up right away. When a new agent is on the leaderboard for quotes every day, coaches can tell them they're on track before their first close, and spot early who needs a different kind of support.

Can other Farmers districts and agencies use SalesScreen?

Yes. Farmers agents and district managers can order SalesScreen through the Agency Growth Program store, where the first licenses are covered. Richard's advice: start in the district office, set up the KPIs that matter to your district, then bring the agencies along.

Get started

Make your team's performance loud, big and visual

See your own team's activity, leaderboards and recognition live in SalesScreen, in a short walkthrough built around your goals.

Book a demo Read more customer stories
4.7/5 on G2 No new system to learn Works with your CRM