Case Studies

15% Decrease in Turnover: A Sales Management Success Story

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"I have always believed that talent management is critical for success. In early 2011, I 'planted the flag' and established coaching as a key priority for my leadership team." –Vice President, Sales Center and Sales Support Team THE CHALLENGES • A higher than desired turnover rate in 2010 • New and experienced managers reported a need for more support and to improve their coaching skills in a 2010 year-end survey THE SOLUTIONS • Implemented a multi-faceted plan to support the development of a coaching culture by the end of 2012 • Deployed InsideOut Coaching™ onsite with sales management team, certifying two members of the sales and distribution staff • Established key action items: • Coaching Logs: Completed by individual contributor and approved by manager; tracked the initiative with full transparency • Leadership Coaching Roundtable: Managers met three times a year to discuss feedback and evaluate coaching skills THE RESULTS • Turnover reduced by 15%; decreasing to 11% in 2012 • Employee engagement score increased by 7% among sales managers • New written premium productivity increased 16% over 2011; control group saw a 14% decrease in new written premium productivity over 2011 "Introducing InsideOut Coaching made an immediate impact. Employees reported receiving feedback that was helpful and coaching that improved their performance. We couldn't be more thrilled with the results." —Vice President Sales Center and Sales Support Team Coaching that works. CLIENT Success Story © 2016 InsideOut Development. All rights reserved. WHO: Fortune 500 Insurance and Financial Services Organization WHAT: Leading provider of property and casualty insurance, group benefits, and mutual funds OBJECTIVE: • Improve sales productivity • Exceed new written premium objectives • Reduce turnover • Increase employee engagement and enablement scores

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