Getting Dramatic Results from Global Sales Training

Background

Expense Reduction Analysts (ERA) is a global cost management consultancy company. The Australian based insurance division wanted to expand their services into the USA.

In order to do this, they needed a quick and cost effective way to motivate associates on how to sell the insurance cost management category. Sales information was pretty technical and dry.

Here’s how we solved the problem:

1. We worked out some creative ways to make the sales training video interesting, while at the same time ensuring that it would easily convey their complex production information.
2. This was achieved by having the General Manager present information to camera. We also used a professional female narrator to mix it up.
3. Major titles were used to break up the information with animations that matched their logo.
4. We also used a ‘Brady Bunch’ style flowchart to explain the roles in the insurance category and how they worked.

And here’s what happened

To date, the sales training video has been shown to 800 people worldwide. It has set the benchmark for the quality of training materials for both the UK and Europe.

More importantly, it has created very enthusiastic sales staff who are selling the insurance category like there is no tomorrow! 

The customized training video enabled ERA to sell their new category at a rate of 400% faster in the US compared to the Australian launch.

It has also enabled consistent training globally and reduced training costs by a dramatic 75%.