Client profile

A leading North American insurer offering a broad portfolio of financial and benefit plan solutions serving the financial security needs of more than 12 million people. With more than $199 billion in assets under administration, they turned to Optimé to help drive increased sales.

The opportunity

The client identified an opportunity to offer formalized sales training and development, to improve sales performance and drive customer satisfaction.

The approach

  • Diagnostic of current sales capability and effectiveness
  • Design and delivery of multi-year Distribution capability development program for Customer Relationship Managers, Account Executives and Education Consultants
  • Included coaching & leadership development for Regional Sales and Service Directors to sustain and reinforce learning

Optimé solution

Formalized Sales Training & Development Program

Training results

  • Strong participant engagement and alignment (90+% Top 2 Box Scores)

Business results

  • Lead industry in total new business acquisition
  • Set new industry standard for the most new sales ever sold in one year period
  • Set all time record for new business cash flow sold, amidst an unheralded downturn in the economy, as well as significant market turbulence
  • Exceeding in-force growth targets each year
  • Improving winning ratio in large case finalist presentations