In 2014, the Combined Insurance Learning & Development Team launched a blended approach to our New Agent Education, combining traditional classroom experience with online learning, Virtual Product Training, and in-field training. Through strategic technological implementation, this New Agent Sales Training Program delivered significant cost savings to the organization and deeper learning for adult learners.

Although the strategy was sound, change can be difficult for any organization. In 2015, engagement and completion rates in classroom training remained high; however, our Virtual Product Training engagement levels were lower and inconsistent.

Our most significant opportunity in 2016 is to develop and deliver a Virtual Education Program that maximizes student engagement and alters student mindset from “mandatory training” (i.e., I have to be here) to “value-added training” (i.e., I want to be here).

We resolved to improve our engagement levels and effectiveness by:

• Gaining a better understanding of our field partners, our New Agents, and their learning environments
• Redesigning our Virtual Product Training curriculum to reinforce better our, “Right Start New Agent Development Program,” and increase activity and participation
• Developing a metrics tool that allows both Field Leaders and the L&D Team to identify trends, opportunities, and risks quickly

Keys to Success:

• Being on the “cutting edge” requires staying on the uncomfortable edge - we must always be looking for ways to improve the design and delivery of our education.
• REALLY knowing our audience means: Understanding their environment; Putting their needs first; Listening versus telling and teaching; Watching versus presenting
• Virtual education must be activity-based and engaging, and always the design is based on adult learning best practices.