Issue
Management had been unable to recruit new production underwriters who would take responsibility for their success and was frustrated trying to motivate those already employed. This generational issue had perplexed them.
Challenge
Growing a successful Program Administrator business meant bringing on new staff that would help increase sales. Unfortunately, Rockwood’s management had been unable to recruit new production underwriters who would take responsibility for their success and were frustrated trying to motivate those already employed. This generational issue had perplexed them for years.
Solution
Rockwood president Glenn Clark asked TriFit Insurance Business Development if they could help motivate this younger group of employees. TriFit evaluated two groups of employees and from those results a subset of production underwriters and their manager were chosen for a nine-month sales training program.
Result
New business bookings began to grow within three months. Some underwriters’ bookings doubled from previous rates, with all participants now understand that it was their responsibility to increase sales. Upon later reflection, Glenn Clark observed “I sincerely think what you taught those guys will stick.”
