Our client, a not-for-profit health insurer in the United States, needed to create a comprehensive training plan to bolster the capabilities of their sales team. They knew they were falling behind the competition, but they didn’t know where their sales team needed the most help. Efforts to uncover training and skills gaps weren’t successful because the team was spread across the North Eastern United States. 

The client leveraged Digital Discovery® – Aspirant's AI-driven, virtual interview tool – to survey over 150 sales representatives, directors, and VPs. Team members were asked about core competencies, barriers to success, and critical skills needed by the team. Every individual's response was analyzed, categorized, and summarized using the tool's sentiment analysis. This provided the client and the Aspirant consulting team with the detailed insights they needed to inform the new training plan, all in a fraction of the time it would have taken to interview the same group in-person. 

Digital Discovery^® Insights helped the client to:

• Create team and individual reports that included core competencies and skills, strengths and weaknesses, and opportunities for professional development,
• Develop a capability map that highlighted the organization’s abilities and key areas for improvement,
• Confirm key pain points and identify new opportunities that informed the new training plan and curriculum,
• Energize the sales team by getting their input and including their recommendations in the training plan.