Company: GoHealth
Company Description: As a leading health insurance marketplace, GoHealth’s mission is to improve access to healthcare in America. For customers, enrolling in a health insurance plan is confusing and difficult, and seemingly small differences between plans can lead to significant out-of-pocket costs or lack of access to critical medicines and even providers.
Nomination Category: Sales Awards Individual Categories
Nomination Sub Category: Sales Training or Education Professional of the Year
 Nomination Title: Thomas Young Dir of Sales Enablement
- Which will you submit for your nomination in this category, a video of up to five (5) minutes, explaining the achievements since July 1, 2020 of the nominated individual, OR written answers to the questions? (Choose one):
Written answers to the questions
- Briefly describe the nominated individual: history and past performance (up to 200 words):
Total 195 words used.
The contributions that Thomas has made to our business and our Sales Training Programs are second to none. Thomas has many accomplishments at GoHealth. He has created a universal sales process and a frontline sales manager training program and built a sales enablement coaching and continuous education team with a universal coaching process used across our entire sales function. It involves an improved sales process around call flows, assumptive language, information exchange, client demands, and solutions.
These program efforts required Thomas Young's leadership, energy, and dedication. Thomas executes each strategy/goal with care and precision. His leadership promotes our organization's influence. His positive outlook inspired people to work hard and achieve objectives. To support people in this work, he gets to know them, helps them flourish, and follows through on their success. He enjoys getting to know people and helping them flourish.
Thomas's achievements for the organization and sales learning function set the foundation and paved the way for what is now a top learning and development function in our entire industry. He constantly looks for opportunities that reimagine processes/tools in his quest to change sales training and enablement in the industry for sales professionals everywhere.
- Outline the nominee's achievements since July 1 2020 that you wish to bring to the judges' attention (up to 250 words):
Total 246 words used.
As a Program Manager on the sales floor, Thomas topped all our company’s top 3 Key Performance Indicators. All was accomplished with an underperforming team before he joined, which is a testament to his investment in the success of everyone he encounters.
Thomas’s team created training modules to educate over 850 sales agents on the internal sales process and our Encompass Connect software. Thomas's team coached struggling sales leaders and swiftly moved them into the top one-third of managers. Encompass connect enrolment transferred from 45% to over 80%.
Key contributions:
- Led the team that contributed to a new sales/coaching process resulting in improved communication across all lines of business.
- Developed and trained sales agents, team managers, and program managers
- Through his leadership, a program was created that taught over two hundred new sales managers, leading to a new method of coaching managers and agents encompassing content production, preparation, and delivery. Resulting in 80% graduation. These managers and their sales agents outperformed their colleagues. It improved their performance, which surpassed expectations, resulting in a group of sales agents recruiting over five hundred members at a conversion of over 25%. It launched our Sales Enablement Team.
- Helped spearhead Encompass Connect Platform with increased transfer rates
- Improved underperforming sales agent’s metrics by 7%-10% through new coaching practices, which included a scorecard for all sales agents to increase sales conversion.
- Improved overall sales floor Quality Assurance scores by 8%, ensuring sales training is compliant
- Improved carrier relationships through partner meetings
- Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):
Total 30 words used.
- Coaching scorecard: Thomas identified a gap, created a scorecard, and implemented the scorecard on his team to support sales agents.
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Coaching process script: Sample of the coaching script Thomas created.
- If you are submitting a video of up to five (5) minutes in length, provide the URL of the video here, OR attach it to your entry via the "Add Attachments, Videos, or Links to This Entry" link above, through which you may also upload a copy of your video. If you are submitting written answers to the questions for this category, provide them in the spaces below.
- Explain why the achievements you have highlighted are unique or significant. If possible compare the achievements to the performance of other players in your industry and/or to the nominee's past performance (up to 250 words):
Total 241 words used.
The team doubled productivity in our most critical sales KPIs through his efforts. This allowed us to grow and scale at a pace well above previous projections and made it possible to obtain a new level of revenue growth due to increased capacity and volume.
Key Results:
- Identifies leadership gaps and coaches for improvement. Creating a cost-effective, time-saving coaching method that emphasizes behavioral changes to boost metrics.
- Led a team of 80 training leaders using a new process to improve sales: DVPF coaching (Diagnose, validate, plan of action, and follow up). These procedures supported nearly 5,000 people.
- Sales Enablement team development: His team aided sales agents who needed further coaching/training. The curriculum, which trains sales techniques, QA, Compliance, and Encompass, has grown based on the team’s success.
- Thomas promotes individual training and seeks learning opportunities to efficiently meet the company demands across all areas.
- Thomas shares knowledge with everyone. He knows how to use each trainer’s strengths to assist them in instructing and finding the best answer for individual success.
- He embraces any recommendations for efficiency improvements and encourages open communication. He provides a secure space for everyone to grow.
- His hands-on assistance inspires leadership. He fosters collaboration and fun in the workplace.
- Thomas's squad dominated our hectic season metrics. Each leader was busy selling. In an act of support and encouragement, Thomas offered to teach other agents as a gesture of support and caring for the team and company.
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