Focus: Sales Coaching; Sales Force Retention

Solution: Sales Coaching

Monumental Life Insurance Company, Baltimore, Maryland

Monumental Life Insurance Company, a multi-billion dollar, national organization, is a world-class supplier of home-based insurance products.

Situational Overview        

Monumental Life had identified three internal sales challenges: 

1.       High turnover in sales

2.       Existing sales management becoming less effective; 

3.       Traditional solutions were not working 

Efforts:

The Chapman Group initiated their relationship with Monumental by performing an internal diagnostic audit of their company. Through this “Performance Readiness Audit” it was determined the problem lie in their management training process. Changing the current program into a professional "Sales Coaching" practice would remedy most of the identified issues. It would also bring a more current and interesting approach to the management process. Our efforts included:

• Revised & developed Professional Sales Coaching curriculum

• Developed "top gun" sales coaching program

• Established sales coaching "train-the-trainer" and self-learning program for over 800 first-line sales managers

• Created and directed supporting coaching videos

Results:

• Increased sales by 20%

• Reduced sales agent turnover by 8%

• Following two years have been the highest in corporate growth and profits