Duplicating successes for a leading insurance group
What
To increase the success rate for future sales recruitment, an internal benchmark of top and bottom performers needed to be established.
How
- 1,500 insurance agents with 3 years of recent performance records were involved.
- Top and bottom performing agents were profiled using a behavioral tool to identify success factors on which ideal profiles were recommended.
- An internal empirical study over 3 consecutive years confirmed a significant increase in sales achievements, reduction in learning cycle, and reduction in drop-out rates among agents recruited based on the recommended profiles.