A well-known South African insurance company was going to enter India. But their method of establishing their footprint was quite different. By entering into a JV with a well-known player in the direct selling market, they hoped to take advantage of their multi-level marketing network.
Careerist had, a few years previously in 1998, already partnered the direct selling organisation with whom the insurance company had formed an alliance. As a result, we had the distinct advantage of deep knowledge and insights of the channels adopted in the multi-level marketing plan. The challenge of finding the right skill sets from still existed though, because the product segment was entirely different from the channel of selling. The JV had a corporate agency model in place, designed to ensure focus on selling the concept while taking advantage of the distribution channel.
In fact, even quite a bit of product training was imparted to the candidates to ensure retention and good performance once they joined the organisation.
A talented and successful team was thus built, who then went on to create an impressive high-performing track record despite coming from seemingly different backgrounds (since there were no set benchmarks at the time of hiring).