- Solutions
Capabilities
Transform Your Team to Drive Results & Achieve Sustainable Business Outcomes
- Results
Driving Concrete Business Outcomes through Lasting Performance
- Resources
Resources
Gain Expert Insights for Advancing Team Excellence and Achieving Results
- Events
Access Strategic Insights at Our Exclusive Events to Enhance Performance
- About Us
Cultivating a Network of Trusted Advisors to Drive Meaningful Outcomes
- Contact Us
Case Study
Industry BFSI (Banking)
Category Sales
Product Counselor
Business Issue
Renowned for innovation and bold leadership, this 83- year-old insurance company has consistently leveraged change to create a competitive advantage.
With a legacy built on “imagining the unimaginable and doing the impossible,” the organization has earned multiple “First in the Industry” distinctions and maintained an unwavering drive to be number one. However, growing competitive pressure began to test the limits of its traditional strengths.
Senior leaders recognized that sustaining their edge would require more than product innovation—it demanded a cultural shift within the sales organization. To meet ambitious business goals and respond effectively to market challenges, they identified the need for a unified, enterprise-wide sales methodology. This new approach would serve as a foundation to align teams, enhance sales effectiveness, and unlock long-term growth across the business.
Solution
To build a consistent, customer-focused sales culture, the organization partnered with Wilson Learning to establish a transparent sales methodology that aligns with its core values. Guided by the belief that “in insurance, the foundation of success is trust,” the company adopted The Counselor Salesperson™. This consultative selling approach shifts salespeople from transactions to solving real business problems and building lasting relationships.
Wilson Learning collaborated with internal SMEs to cocreate a tailored learning journey. Since 2012, the program has evolved with industry-specific content and practical tools. In 2016, sales managers were trained to coach and reinforce learning using structured resources. As selling grew more complex, advanced training was introduced in 2018. Even during the COVID-19 pandemic, the organization stayed committed, rapidly transitioning from in-person to virtual learning, ensuring continuity and impact through a strong, collaborative partnership.
Outcomes
- To date, more than 10,000 sales professionals and managers have adopted the highly customized foundation, which incorporates advanced sales language and processes.
- This organization’s top-down commitment to fostering a culture of high trust throughout the sales organization has led to continued success. With this trust, salespeople uncover business needs, build better relationships, and gain more preferred business.
Behaviors that showed the greatest level of change:-
The participants were able to:
- Understanding of the common selling framework and sales language across the business
- Sellers now gain more information and better understand customer business issues.
- Focus on winning the right business for the organization
The sales culture was transformed, moving from a product features and benefits approach to a highly effective consultative service and selling strategy that would increase volume at higher margins.
-Participant
Learn More
