BUSINESS ISSUE

This investment and insurance company sought to implement a problem-solving approach to address their customers’ business and life issues. With a reorganization and a change in strategy, they desired to equip sales leaders with a common language and framework to ensure cohesiveness and alignment. The company also needed to support the organization’s strategic objective and commitment to developing a high-performing salesforce to improve employee retention, increase performance, develop consistency in messaging and sales actions, and differentiate itself in the marketplace.

SOLUTION SUMMARY

A consultative sales methodology based on adopting a problem-solving mindset elevated selling skills across all sales leaders. A unique implementation plan began with an executive overview to secure senior leadership buy-in. This was followed by a large-scale kick-off session to preview the sales methodology, pique interest, and build excitement for the upcoming sessions.

The methodology was delivered in 10 virtual 90-minute sessions over 9 weeks to accommodate busy schedules. Tailored content, including customer-specific examples and language, ensured the learning was highly relevant to the industry and organization. Learning sessions were followed by expert coaching and extensive use of a digital collaborative learning platform for on-the-job skill application to ensure results.

OUTCOMES

The group of participants reported sales opportunities attributed:-

BEHAVIORS THAT SHOWED THE GREATEST LEVEL OF CHANGE:-

LEARN MORE

Services :- Learning Journeys, Impact Evaluation

Content :- The Counselor Salesperson