MindTickle Case Studies How Replacing Face-to-Face Onboarding with Mindtickle Increased Revenue for ORCA Life

Edit This Case Study Record

	How Replacing Face-to-Face Onboarding with Mindtickle Increased Revenue for ORCA Life MindTickle

How Replacing Face-to-Face Onboarding with Mindtickle Increased Revenue for ORCA Life

MindTickle

Technology Category	Functional Applications - Enterprise Resource Planning Systems (ERP)
Applicable Functions	Sales & Marketing
Use Cases	Remote Collaboration
Services	Training
Challenge	ORCA Life, a market leader in the final expense insurance industry, was facing a significant challenge with agents getting access to training in the field. This issue was further complicated by the onset of the COVID-19 pandemic, which necessitated a quick pivot from face-to-face selling to a telesales model. The company had big expansion plans for 2020, but the pandemic forced them to rethink their entire go-to-market approach. Historically a face-to-face business, ORCA Life trained all new producers in person, followed by ride-alongs with more experienced people to show them how the sales process works. COVID-19 changed this for the ORCA Life team overnight. Read More
About Customer	ORCA Life is a market leader in the final expense insurance industry. The company is headquartered in Louisville, Kentucky and was founded in 2016. With a company size of 50 employees, ORCA Life is committed to providing the best products, trustworthy service, and sincere care to its clients. The company had big expansion plans for 2020, but the COVID-19 pandemic forced them to rethink their entire go-to-market approach. Historically a face-to-face business, ORCA Life trained all new producers in person, followed by ride-alongs with more experienced people to show them how the sales process works. Read More
Solution	As the need for a more accessible training program increased with the onset of the pandemic, ORCA Life turned to Mindtickle to help them reimagine their approach to boots-on-the-ground training. The team at ORCA Life recruited agents and executives to record tips and tricks which would be used as a foundation for their training programs within Mindtickle. They found that they could get reps to perfect their “door approaches” using Missions within the Mindtickle platform. In addition to this, they also had top performers and senior executives record short, bite-sized videos to share tips and tricks with the field. In the near future, ORCA Life plans to add a second layer to their first week of “boots on the ground” training using Mindtickle’s coaching and role-play capabilities. Read More Log in to view content
Contents

Technology Category

Functional Applications - Enterprise Resource Planning Systems (ERP)

Applicable Functions

Sales & Marketing

Use Cases

Remote Collaboration

Services

Training

Challenge

ORCA Life, a market leader in the final expense insurance industry, was facing a significant challenge with agents getting access to training in the field. This issue was further complicated by the onset of the COVID-19 pandemic, which necessitated a quick pivot from face-to-face selling to a telesales model. The company had big expansion plans for 2020, but the pandemic forced them to rethink their entire go-to-market approach. Historically a face-to-face business, ORCA Life trained all new producers in person, followed by ride-alongs with more experienced people to show them how the sales process works. COVID-19 changed this for the ORCA Life team overnight.

About Customer

ORCA Life is a market leader in the final expense insurance industry. The company is headquartered in Louisville, Kentucky and was founded in 2016. With a company size of 50 employees, ORCA Life is committed to providing the best products, trustworthy service, and sincere care to its clients. The company had big expansion plans for 2020, but the COVID-19 pandemic forced them to rethink their entire go-to-market approach. Historically a face-to-face business, ORCA Life trained all new producers in person, followed by ride-alongs with more experienced people to show them how the sales process works.

Solution

As the need for a more accessible training program increased with the onset of the pandemic, ORCA Life turned to Mindtickle to help them reimagine their approach to boots-on-the-ground training. The team at ORCA Life recruited agents and executives to record tips and tricks which would be used as a foundation for their training programs within Mindtickle. They found that they could get reps to perfect their “door approaches” using Missions within the Mindtickle platform. In addition to this, they also had top performers and senior executives record short, bite-sized videos to share tips and tricks with the field. In the near future, ORCA Life plans to add a second layer to their first week of “boots on the ground” training using Mindtickle’s coaching and role-play capabilities.

Impact #1	After adopting the Mindtickle platform, ORCA Life had 35 power users who were regularly working in Mindtickle.
Impact #2	Administrative staff and sales leaders saw a drastic increase in time saved.
Impact #3	Training is not only easier for reps to access, but the information is significantly easier to digest.

Impact #1

After adopting the Mindtickle platform, ORCA Life had 35 power users who were regularly working in Mindtickle.

Impact #2

Administrative staff and sales leaders saw a drastic increase in time saved.

Impact #3

Training is not only easier for reps to access, but the information is significantly easier to digest.

Benefit #1	Average time-to-first-deal reduced from five to six weeks down to two weeks.
Benefit #2	33% increase in revenue per agent.
Benefit #3	Increased overall production compared to the previous year.

Benefit #1

Average time-to-first-deal reduced from five to six weeks down to two weeks.

Benefit #2

33% increase in revenue per agent.

Benefit #3

Increased overall production compared to the previous year.

Download PDF Version

Overview

How Replacing Face-to-Face Onboarding with Mindtickle Increased Revenue for ORCA Life

Operational Impact

Quantitative Benefit