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kaufman sales training success story

Kaufman Increases Sales 12% in First Month

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The Results

  • 12%Increase in sales within their first month post-training

  • 67%After the initial month, revenue grew among offices engaged in training

  • 18%The investment in the workforce helped reduce employee turnover

The Challenge

H.W. Kaufman Group, a global network of insurance companies, was growing. This growth introduced the company to three challenges. 

First, it became increasingly clear that managing their scale would require a new approach. Second, competitive forces were growing. In response to this challenge, Kaufman realized that it needed to evolve from a product-focused wholesaler to a client-focused organization. Third, the business needed everyone within to embrace “One Kaufman.” Doing so meant that each company within Kaufman would support all of the other companies. 

Kaufman wanted to overcome these challenges and thereby increase revenue by 10% in each market, becoming the first choice for wholesalers and inspiring top producers to continue growing their business.

Our Approach

Through customized Kaufman-centric content, Richardson Sales Performance built an approach that prepared sales professionals to learn while providing them with best practices and measurement tools to ensure sustained results. 

Learning began with SkillGauge® online skills diagnostic self-assessments for all sellers so that they could benchmark their skill levels at the beginning of their learning journey. Then Richardson Sales Performance hosted 2 days of instructor-led workshops focused on improving Kaufman's sales team's consultative selling skills. To ensure that new behaviors were sustained, Kafuman's sales managers participated in a half-day Developmental Sales Coaching program. The program equipped managers to coach by leveraging questioning skills to help underwriters and brokers uncover obstacles and create their own solutions. A customized measurement plan aligned to Kaufman's internal KPIs was included in the program to track changes in selling behaviors across the organization.

Solutions that made this possible

sales training delivery services

Sales Performance Analytics

sales technology

Richardson Accelerate™ Sales Performance Platform

sales funnel sales pipeline management training

Reviewing Pipelines

Sprint Negotiations Training Program

Sprint Negotiations Training

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

Consultative Inside Selling training program

Consultative Inside Sales Training

young stylish african american sales person completing her prospecting activities on her phone because she has the ability to prospect with agility after completing richardson's prospecting training program

Sprint Prospecting Training

solution selling training program

Solution Selling® Training