Internal training rewards UA with 200 more winners

The recently-concluded annual sales awards night of Union Assurance PLC (UA) showcased an unprecedented increase in winners of its top sales awards of the year.

Chosen by the company on individual performance measured against tough criteria with fixed qualifying standards, this year saw 350 winners of awards, an increase of more than 200 over the 150 winners awarded for 2010.

Insiders attribute the improved performance of its sales force pushing up company revenue by 19% to nearly Rs. 8 b in 2010 as a result of a focused effort to improve overall quality of service has seen advances in HR practices, training programmes, quality professional certifications and education provided to its 3,500 strong team of advisors.

The fourth biggest insurer in Sri Lanka and a subsidiary of John Keells Holdings (JKH), Union Assurance annually recognises a number of top achievers in both Life and General Insurance with awards that have become an informal internal measure of anticipated growth through retention and new business development in the coming year.

UAL internal motivational courses and certification programmes for investment advisors (sales force) are well-packaged training programmes that cover a range of exercises including image building, personal grooming and overall personality training.

“We believe that each client need is different, unique and an advisor cannot handle all clients in the same way. Our advisors are trained to identify needs and only then propose an insurance package unique to them,” said CEO of UA Dirk Pereira.

“Our competitive sales force receives training in handling customers with care and dignity. As regards the remarkable increase in award winners, I believe this was achieved by training we provide in many areas especially the soft skills like customer care, service quality, knowledge in UA products and services as well as through guidance in the ethics of customer relations,” stressed Pereira.

The rewards accorded to winners included trophies, certificates and overseas trips. The presentation of Awards of Excellence to distinguished persons whose achievements encouraged others to emulate them and follow their footsteps to secure success was the highlight of the evening.

Top award winners were: Best Sales – Life Category Chanaka Appuhami (Chilaw Branch); Best Sales – General Category Eric Upshantha (Corporate Unit) while Branch Sales Heads, Unit Heads and Sales Consultants from all districts of Sri Lanka participated in this year’s Annual Awards a noteworthy aspect of the awards night was the strong representation from branches in the Jaffna peninsula and Eastern Province.

Chairman of Union Assurance PLC Ajit Gunewardene, who congratulated the winners, expressed his thanks and pride in achieving commendable results which translated to a net profit increase in 2010 of 28% year-on-year.