PLT_Playbook_v2

The Nationwide Academy Playbook
May 21 st Training Tactic
Sales Leader Learning Experience – Virtual Session #3 (Umbrella)
These sessions are designed to prepare Sales Leaders to support their agents through the transition
to PLT. The Umbrella session will reinforce the One Product pre-work (state product training and
eLearning modules), PolicyCenter navigation, Consultative Selling and Basic Servicing. The
Consultative Selling piece is designed to prepare you on how to lead, discuss and guide your agents
through this change. We will review member rate increase emails, moving from AOA emails to
Activities and timeline impacts – making a change on a policy before renewal versus after renewal
(PolicyCenter). The session with also review objections to One Product and PolicyCenter and how to
overcome these and keep your agent engaged.
Training Experience Scorecard (Sales Managers)
This scorecard provides sales leadership and key business stakeholders with a universal view of how
the agent is progressing through the learning experience and includes registrations, attendance and
completions of e-Learning modules, virtual sessions, and Training Connection/Click to Chat
interactions. Use the scorecard to ensure agents are signed up for training. Be sure to review the data
to identify where your agents would benefit from an engagement conversation or intervention.
Although the scorecard will be emailed weekly April 30-July 2 the scorecard can also be found on
One Product SalesNation page on the Measures tab. It can also be found through the Nationwide
Academy page on the Business Impact>Reports tab.
(Continued on page 21)
© 2018 Nationwide Mutual Insurance Company
20