How Replacing Face-to-Face Onboarding with Mindtickle Increased Revenue for ORCA Life
Company Size
11-200
Region
- America
Country
- United States
Product
- Mindtickle
Tech Stack
- Not mentioned
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Productivity Improvements
- Revenue Growth
Technology Category
- Functional Applications - Enterprise Resource Planning Systems (ERP)
Applicable Functions
- Sales & Marketing
Use Cases
- Remote Collaboration
Services
- Training
About The 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.
The 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.
The 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.
Operational Impact
Quantitative Benefit
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