Occident shifts the spotlight to training after unifying its commercial structure

"The insurer is continuing to roll out its training plan with actions targeting the supervisory model and the Life line of business"

Occident has embarked on a raft of initiatives to put in place a training plan for its commercial network following the implementation of its new structure and which embraces all the broker networks of the companies that have been brought together under its brand. Occident is undertaking the latest stage of its strategic plan in 2024, which involves setting up a single commercial network for the whole of its traditional business. Training will be a key lever in ensuring high and consistent expertise across all employees and brokers belonging to its commercial organisation.

Training for supervisors

The insurer has kicked off its plan with specific training for supervisors in the agency and broker channels. The programme seeks to ensure that all sales managers share a uniform vision of Occident's commercial model after unification while bolstering their skills and equipping them with effective tools to achieve their targets.

So far 100 supervisors have already started the first stage of the programme which blends face-to-face and online sessions in which they will learn more about topics such as leadership, sales team management and the key aspects of the insurer's new commercial model. The remaining commercial teams are scheduled to complete this training in the coming weeks, bringing the total to 250 employees across the various channels.

Specific training in Life

Occident has also started up training for the Life line of business initially addressed to branch and agency managers. The programme looks at how to analyse customer requirements by factoring in their specific tax and social security needs and harnessing the tools the company has in place to offer each customer the most appropriate solution. The second stage will additionally include training for brokers mentored by this supervisory network.

“Training has always been, and is now more than ever, a cornerstone of our broker-based distribution model," says Raúl Lucena, Occident's Commercial Director. "We are great believers in the need to run the best training programmes for our supervisors, agents and brokers as they are Occident's front line with our customers. We will continue to roll out new training actions to achieve the standard of excellence which our customers deserve and also expect from us.”

These new training courses add to the training programme for the company's entire commercial structure, which alongside formal and compulsory training in products, regulations and sales techniques also encompasses areas such as office management, hybrid sales and financial advice for customers through the CIAF qualification.