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Industry - Health Insurance

Project Purpose

Training was required to introduce retail staff to the new VIP business to business medical insurance product package.

Audience Size

800 retail staff

Challenges

The organisation has 122 retail centres across Australia. Training was required as soon as possible, with minimum disruption to day to day operations.

Solution

Designed an interactive e-learning program
Designed quizzes to gauge audience understanding and knowledge
Incorporated VIP material into existing induction programs
Delivered interactive training through the organisation's intranet site
Designed two half-day product training programs on how to sell the product which covered: Area of Influence and Prospecting, Sales Calling, Sales Meetings and Presentations, Closing the Sale or Managing the Lead

Key Deliverables

Designed a comprehensive product training package
Online product training available on intranet site
Designed a sales training package to support the product
Delivered face-to-face sales training to support the product
Designed posters, brochures, online notices and emails to support training
Integrated product and sales training into existing program

Results

The result of the product training and support was a 35% increase in VIP sales within the first six months, with participants gaining valuable skills to support their retail operations.