Had measurable business impact
Anthem, a health insurance company, sells through a channel of brokers. Their transformation challenge was to deepen their salespeople’s understanding of those brokers’ businesses . Adopting a program called “Mind of the Broker,” they focused the training on what brokers care most about and how to have more effective sales conversations with them. They also trained their salespeople to use tools that quantify the value Anthem brings to its brokers and customers..