Richardson - The Power to sell

Combining Sales and Technical Skills Successfully

Company:

National multi-line property and casualty insurance provider

Challenges

Providing the skills necessary for Underwriters to combine their technical and analytical aptitudes with the selling expectations of a salesperson, while ensuring that Management is reinforcing these selling skills with Developmental Sales Coaching sessions

A Comprehensive Learning Solution

The comprehensive, end-to-end solution was designed as a building block approach, in which each component was integrated into subsequent areas of the solution. The total solution included:

Richardson SkillGauge™: Consultative Relationship Diagnostic - All Underwriters completed the selling diagnostic prior to their participation in the Consultative Relationships and the Sales Process seminar. Richardson provided the personal, confidential results to each participant in order to guide their selection of Richardson QuickSkills™ eLearning courses

Richardson QuickSkills™ eLearning - All Underwriters had access to, and participated in, self-selected, consultative eLearning courses prior to participation in the instructor-led Consultative Relationships and the Sales Process seminar

Consultative Relationships and the Sales Process - Approximately 100 Underwriters participated in a two-day Consultative Relationship seminar

Consultative Relationships and the Sales Process for Managers - Richardson provided two additional one-day sessions exclusively for the Underwriting Managers and Account Executives so that they full understand the Consultative Relationship behaviors to be reinforced with their Underwriters. These two sessions took place prior to the implementation of the Developmental Sales Coaching seminar

Developmental Sales Coaching - Approximately 50 Underwriting Managers and Account Executives participated in the on-day coaching seminar to learn the skills to increase each Managers’ awareness of their current coaching approach, and providing in-the-action coaching in order to support behavior change between planned coaching sessions

Results

The quoted praises below are just a sample representing the feedback that Richardson received from the Underwriters, Underwriting Managers, and Account Executives who attended this program:

“ Richardson’s knowledge of the insurance industry, ability to relate to our sales situations and group, and engagement with the audience were identifiable strengths to this program.”

“ This seminar was one of the best Consultative Sales programs I have been involved in within my 36 years in the business. It is evident that the folks at Richardson understand our business.”