How a Leading Disease Management Organization Doubled Enrollment and Increased Retention by 40% with ASLAN Training
40%Overview
Disease Management programs have faced challenges in enrolling and retaining members, with only 34% of eligible individuals signing up and high drop-off rates. To address this, ASLAN provided sales training, equipping health coaches with selling skills to overcome emotional barriers, improve communication, and enhance engagement, leading to higher enrollment and retention.
Struggling Enrollment and Retention: The Challenges Facing a Disease Management Organization
A leading Disease Management organization faced significant challenges in enrolling and retaining members in its wellness program. Despite being a free program designed to improve health outcomes and lower medical costs, participation remained low—only 34% of eligible members enrolled, and a large percentage dropped out within 180 days. The core issue was that health coaches, who were responsible for engaging members, lacked selling skills and the ability to build trust. Many potential participants viewed them as telemarketers rather than trusted healthcare advisors, making it difficult to overcome skepticism and encourage enrollment.
Beyond frontline interactions, the organization also struggled with sales management training, leading to inconsistent messaging, ineffective engagement strategies, and limited ability to reinforce best practices. Without structured sales coaching, health coaches struggled to communicate the program’s value, resulting in missed opportunities for improved health outcomes and cost savings.
Sales Training and Coaching Solutions to improve enrollment and retention
To address the low enrollment and retention rates in a Disease Management organization’s wellness program, ASLAN implemented a comprehensive sales training strategy focused on selling skills, sales coaching, and sales management training.
ASLAN first tackled emotional skepticism among members, training health coaches to overcome objections and shift perceptions. Rather than being seen as telemarketers, coaches learned to engage members with consultative selling skills, positioning themselves as trusted healthcare professionals. ASLAN also helped redesign call introductions, making the initial conversations more engaging and less transactional, which improved enrollment rates.
Beyond enrollment, sales coaching focused on retention by transforming rigid assessments into natural, conversational interactions that encouraged ongoing participation. To ensure long-term success, ASLAN provided sales management training for supervisors, equipping them to coach and reinforce the newly implemented strategies.
Solutions Implemented by ASLAN Training
Transforming Engagement and Retention with ASLAN Sales Training
Within just 12 months of sales training, a leading Disease Management organization saw dramatic improvements in enrollment and retention rates. Health coaches, previously struggling to connect with members, were equipped with selling skills that helped them build trust and overcome objections. With sales coaching focused on making conversations more engaging, members no longer perceived calls as telemarketing but as valuable guidance from trusted professionals.
The impact was immediate—enrollment rates nearly doubled, increasing from 34% to 62%. Once enrolled, members found the new, consultative approach more beneficial and enjoyable, leading to higher engagement. As a result, 180-day retention rates improved by over 40%, significantly enhancing program effectiveness and overall ROI.
Beyond frontline interactions, sales management training empowered supervisors to coach and reinforce the newly developed skills, ensuring lasting success. By integrating proven sales training techniques, ASLAN helped the organization create a sustainable, high-impact strategy that not only increased participation but also improved long-term health outcomes. Through effective selling skills and sales coaching, ASLAN transformed a struggling initiative into a thriving, results-driven program.
Ready to Achieve these Results?
ASLAN offers tailored workshops, training, and solutions designed to boost enrollment, retention, and engagement through improved selling skills and sales coaching.
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