Altig International

Learn About Our Client's Success

Altig.svg

Company Industry

Financial Services

Revenue

$100 million +

Location

Redmond, WA

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Business Situation

  • Altig International is a second-generation, family-owned business that grew to dominate an industry niche in the direct consumer sale of financial services products. Their market is primarily working through the leading unions, trade associations and organizations across North America.
  • The company is comprised of a team of over 400 professional agents across North America.

OneAccord Solution

OneAccord's involvement began in the summer of 2007 and continued through 2009.
  • After an initial study engagement where OneAccord assessed all facets of sales, sales management and sales-related human resource activity, Altig International decided to first address the training of new sales personnel
  • We proposed several initiatives for improvement to the training program, and significant components were modified to improve their effectiveness and retention
    • OneAccord assessed the company's training program, from the expectations set during the candidate recruiting phase to candidates’ release into the sales field
    • Pre-training expectations were set accurately
    • Candidates were both stretched and encouraged to share their experiences openly with each other and with the company, creating a strong camaraderie among the members of each training class
    • Adjustments were made to the process of releasing candidates into the field after training to improve their effectiveness
    • Pre-employment recruiting discussions about the actual nature of the practical work involved in the sales position were added during the candidate interview phase
      • The intensity of the experience was shared proactively with employment candidates
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Engagement Highlights

  • Candidate feedback about the training experience was much stronger than ever before, with the roots of company loyalty being proactively communicated by successful new sales classes
  • Post-training retention of employees rose a staggering 40 percent over previous levels
  • Management has recognized that these newest trainees have entered production more quickly, have been more successful and have been retained much longer than their peers from earlier training seasons
  • According to the CFO, each 5 percent gain in retention is worth several million dollars to the bottom line