Arthur J. Gallagher | ImpactSales
17165
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Arthur J. Gallagher

Case Study: Arthur J. Gallagher

Custom-Designed Curriculum Architecture and e-Learning Development

The Situation

As part of a strategic hiring initiative, AJG needed a means of quickly educating new Producers about their individual Practice Groups.

 

New hires were being sourced primarily out of industry, which means that most of the hires came with sales or industry experience, but not with insurance backgrounds.

 

AJG required a means of training new hires on their specific solutions aligned to the target clients by industry.

The Solution

Practice University – Customized e-learning Modules designed for each practice specialty.

 

Impact Sales designed and delivered e-learning modules to support AJG’s Practice University initiative.  Each module includes deep learning experiences around the market, client types, specific solutions and networking.

 

Impact Sales also worked with AJG to conduct in-depth curriculum mapping and architecture for the new Producer experience. The Practice University modules are just one example from that curriculum. Many other resources and tools were also identified and mapped to the individual new hire learning plans.

  • "I have had the great opportunity to work with Marcia at two different companies; one, a large, international data communications and telecommunications equipment provider and the other, a large, global insurance brokerage and risk management services company. In both cases, I contracted Marcia to conduct in-depth needs analyses, architect curriculums, provide skill mapping and curriculum development, and create detailed course designs and story boards for a variety of learning modalities and target audiences. Marcia is thorough and creative in her design. She is skillful and efficient in blending the right learning methodologies and coaching support to produce measurable behavioral outcomes. Whenever I have a need to develop training that is complex, addresses multiple target audiences, and requires both strategic and tactical expertise – I call Marcia. She is at the top of a very short list of individuals whom I trust to work diligently to help me achieve my goals and whom I am comfortable putting in front of my executives as a part of my team."

    Joanne Roig, Sales Training and Development Leader – AJ Gallagher (previously – Training and Development Mgr – Motorola Solutions)

The Results

100% of producers who have completed the learning modules report greater understanding of the Practice as a result. 99% say they can clearly differentiate the specialty practices and 100% feel more confident in their sales roles as a result of completing the learning.

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  • Included in the Program:

    • Needs analysis
    • Curriculum mapping
    • Curriculum architecture and instructional design
    • E-learning design and development
    • Coaching Materials
    • Live Breakout Sessions
    • Workshop Design