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Wellpoint Anthem End to End Measurement Drives Results

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The Results

  • 85%The impact of training on the job, as measured by business results, reached 85% illustrating that training had a high relevancy to everyday challenges.

  • 94%“Delivery” earned a score of 94% indicating the effectiveness of instructors when engaging with sellers.

  • 89%“Learning Effectiveness” reached 89% representing broad skill adoption among sellers.

The Challenge

The difficulty of aligning sales teams within Wellpoint became clear as early as 2004 when the company merged with Anthem. Later, the business further expanded acquiring Blue Cross, Blue Shield coverage in 14 states. The result: Wellpoint needed to develop a consistent process across all sellers. Therefore, they created five core competencies that apply to both national and local sellers. These goals required a scalable approach in which all sellers relied on the same language and methods to achieve the same results. This consistency is important because it lends itself to the kind of rigorous measurement that reveals the efficacy of sales efforts. Richardson Sales Performance devised a customized Consultative Selling and Developmental Coaching program to upskill sales professionals and ensure manager alignment across the organization.

The Approach

The revised sales approach required three steps. First, baseline measurements would determine current abilities. Second, Wellpoint needed training to provide industry-relevant solutions to selling. Finally, post-training reinforcement was necessary so sellers would retain what they learned. After reviewing twelve sales training providers, Wellpoint determined that Richardson Sales Performance was best positioned to elicit the needed engagement from participants. Richardson Sales Performance devised a customized Consultative Selling program to implement at Wellpoint. To ensure consistency, Richardson Sales Performance also provided a developmental coaching course. This training aligned managers across the breadth of the organization to the same selling techniques. In the end, the results were so effective that Wellpoint made the training a staple of their on-boarding process.

I felt that the way they related the information to our everyday job was very helpful. The exercises and activities really made you think and apply the information to our real-life responsibilities.
Sales Agent, Wellpoint

Solutions that made this possible

young sales professional sitting at her desk on the phone with a client using the consultative selling skills she learned in richardson's training program

Consultative Selling Training

This training program teaches a customer-focused approach for planning and executing sales calls. Teams learn to engage customers in needs-based dialogues that build credibility, enable better problem solving, and foster customer openness to uncover critical information needed to position a compelling solution that differentiates your team.

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Sales Competency and Skill Assessments

Find clarity on where your team is today and where you need to go with our proprietary sales skill assessments.