72% less fluctuation in the qualification of insurance agents at €650,000 lower cost

• Onboarding the sales force: The Nürnberger Insurance Group trains around 150 new sales agents every year - many of whom are career changers with little or no experience in insurance sales.
• Getting new agents into the job fast: The aim is to make the new exclusive agents fit for the market within a few months, so that they can quickly close new contracts independently and finance themselves. Otherwise, the new agents will drop out, and the initial investment will not pay off.
• High costs due to fluctuation in the onboarding phase: Despite high investments in the qualification of new agents, Nürnberger has recorded a drop-out rate of 18% during the qualification phase in the past. In addition to direct costs, this cost also entails considerable opportunity costs, as a stable number of active sales representatives in the field is crucial to achieving the desired contribution targets.

• Customer personas were virtualized: In the first step, the qualification team developed realistic simulations with the help of Retorio's AI Session Generator: Nürnberger's most important customer personas - with their specific needs - were digitally mapped. On this basis, a comprehensive, digital onboarding journey was created, in which sales talks on key product lines such as car insurance and life insurance are simulated.
• Customized simulations: All simulations were enriched with product-relevant information and are methodically based on Nürnberger's established sales approaches. This allows new representatives to train not only on product knowledge but also in communication skills - in a realistic but risk-free environment.
• Roll-out in 2023: Following a successful pilot phase, the AI-supported customer simulations were permanently integrated into the training of new representatives in 2023. Since 2024, existing sales representatives have also been benefiting from the digital training: they receive targeted training on current and practical topics.

• Better preparation for customer meetings through more practice: With Retorio, new representatives complete realistic, AI-supported meeting simulations during onboarding and thus find their way into their role more quickly - with an average of seven times more role plays and 52 AI evaluations before the first real customer meeting.
• Significantly reduced staff turnover: The accelerated learning process has measurable effects: Staff turnover in the first year drops significantly from 18% to 5% - a decrease of 72%. Employees state that they feel better supported and prepared thanks to AI coaching.
• Cost savings through automation: At the same time, the digitalization of onboarding leads to direct cost savings of around € 650,000, particularly due to the elimination of traditional classroom training. This does not include the savings from reduced staff turnover. The return on investment (ROI) is over 10x.

7x

more practice before the first customer meeting

-72%

from 18% to 5% within the first year after introduction

650.000€

through automation of traditional coaching programs