Insurance Sales Training Programmes

Insurance sales professionals require a range of skills to effectively sell complex and abstract products. This task is becoming more difficult due to the rise of digital solutions, changing regulations, and the demand for personalised offerings.

To overcome these challenges, insurance agents need modern sales training focused on delivering customer-centric solutions that address buyers’ underlying needs. Success in insurance sales comes from understanding the buyer’s journey, reaching all stakeholders, and effectively communicating value. These skills are crucial for insurance organisations selling multiple products and services with various components.

Richardson’s insurance sales training enables agents to:

• Clearly explain complex, multi-faceted insurance solutions
• Differentiate their value proposition beyond just premiums and payouts
• Effectively communicate the benefits of coverage against increasingly complicated risk factors

With our customisable sales training, agents get the actionable insights they need to develop the relevant insurance selling skills for their specific field.

Sales Training for Insurance Agents

At Richardson, we know every insurance sales professional needs to develop proficiencies across these 15 key selling capabilities. We also know each seller has their own unique strengths and weaknesses so a one-size-fits-all training solution cannot possibly close the skill gaps each individual has at scale.

That’s why we’re excited to bring our customers a solution that uses your seller’s unique performance data to create a personalised learning journey that prioritises developing the specific skills each seller needs to close the performance gaps most directly impacting their bottom line.

We call this solution the Accelerate Sales Performance System.

The system aggregates data from your existing sales tools like your CRM, conversational intelligence software, and content management platforms. It connects each seller's activity and outcomes to the performance gaps holding them back. Then it suggests modular learning content to help the seller close their competency gaps, enabling them to deliver more revenue. As your seller’s skills improve, the system adapts to provide new learning recommendations ensuring continuous learning across the organisation.

Richardson’s Insurance Sales Training Drives Results for H.W. Kaufman Group

H.W. Kaufman Group, a global insurance network with 300 products, 1,200 associates, and offices in the US and Canada, faced challenges as it grew. They realised they needed to align their sprawling team around the same selling skills, stay competitive among 3,000+ other businesses, and better showcase their extensive product range.

The leaders at H.W. Kaufman Group partnered with Richardson to build a customised insurance sales training solution. The tailored approach equipped sales professionals with best practises and measurement tools to ensure sustained results

• 61% revenue growth among trained offices

• 12% sales increase within the first month post-training

• 18% reduction in employee turnover

Download the complete case study