Eric Dorfman
Learning Director – Sales
Talent Management | AIG
What was the impetus for your sales training initiative?
We have a team of over 1,800 insurance professionals who work with accounts and distributions partners. The goal for this initiative was to provide our insurance professionals with the selling skills to better identify, understand and address the specific needs of our partners and customers.
What were your specific objectives for your training program?
Our goal was to develop an in-house sales training program that reflected our business needs, corporate values, and culture. In particular, it was essential that the program was designed to be delivered and reinforced through our local leaders due to global nature of our business.
What were the key drivers that led you to select the SRG selling skills and coaching curriculum as the basis for your training program at AIG?
We chose SRG materials as the foundation for our training program because of the comprehensive nature of their curriculum and their skills-based approach. The SRG content is flexible and can be applied to a variety of sales situations and sales processes. They also provide very detailed step-by-step facilitator guides which are essential based on our decision to deliver the training through our local leaders.
How would you describe your experience working with SRG?
The SRG team is easy to work with and very responsive. They took the time to understand our business and training priorities, and their customization process was very efficient. They were also committed to making sure we were fully satisfied with the program deliverables.
Can you discuss the business impact of working with SRG?
The program has been very well received and we’ve been successful at enhancing how our insurance professionals integrate selling skills to better support our partners and customers. Based on our success in the United States, the program is now being implemented by our international operations.
About AIG
American International Group, Inc. (AIG) is a leading global insurance organization serving customers in more than 100 countries and jurisdictions. AIG companies serve commercial, institutional, and individual customers through one of the most extensive worldwide propertycasualty networks of any insurer. To learn more, please visit www.aig.com
