Making Sales Reps More Productive

The Client: Large financial services company 

The Problem: Our client needed to understand the impact on company interventions on employee learning and productivity. 

Our Approach: We developed a quantitative model of the company’s field representatives which was used to understand how specific interventions such as training sessions, internal events, one-on-one coaching and mentoring had differential impacts on productivity.    

Our Results: In addition to determining which channels were most effective across segments, our work also (unexpectedly) yielded key insights about these programs impact employee morale/churn and willingness to sell new customer offerings. The learning and education team also used this information to design better content and market it more precisely using their internal CRM.