Money was "left on the table" as a result of the Prudential´s traditional sales strategy-to sell life insurance on the first call. Clients were purchasing additional financial services elsewhere, even though they were available through The Prudential. To solve the problem, The Prudential developed a two-call approach to selling. This customer-based approach helped agents assess the total financial needs of prospects and propose a complete package of financial services, with life insurance as the centerpiece. The problem: resistance from corporate trainers and sales managers to the new two-call sales approach.
Company-wide Managing Change seminars, facilitated by Interpersonal Development trainers. We also designed and delivered the Consultative Sales Management course, coordinated training events and coached corporate trainers on delivery of the new sales and sales management courses.
Reorganization of sales offices led to formation of new office teams with less corporate support, more responsibility for marketing assistants and greater expectations for agents to manage their own business. Skill levels lagged behind new responsibilities.
Comprehensive training packages designed and delivered by Interpersonal Development. For marketing assistants, courses were offered in Office Management, Team Effectiveness and Managing Change. The menu of training courses for agents and sales managers included Marketing, Developing a Marketing Plan, and Leadership Skills.