How Priority Health uses Digital Rooms to save 200+ hours

Priority Health offers healthcare insurance plans for every client’s needs and budgets. The Michigan-based insurance carrier uses Highspot to help their internal team, sales representatives, and agent partners: 

• Restore selling time lost to non-essential tasks
• Navigate strict regulatory and compliance standards
• Build strong, trusting relationships with agents

Reducing friction for reps and agents alike

The insurance world changes fast. When regulatory change and other industry dynamics spark the need for new or updated offerings, Priority Health adapts quickly and expects their internal team, sales representatives, and external agent partners to keep up. But without strong governance in place, balancing speed and compliance was difficult.

“Before Highspot, so much time was spent digging around for information, so less time was spent selling and building relationships with agents,” began Heather Hubner, business partner, distribution and training at Priority Health.

The challenge extended beyond internal teams to Priority Health’s agent network. As reps struggled to keep pace, agent partners also felt the burden, creating frustration and risking inconsistency. “We had feedback from our agent partners that it was hard to navigate where to get things,” added Hubner.

Priority Health’s team knew it was time to make an impact on how it felt to do business with them. Making it easier was key.

Restoring lost selling time for reps and agents

With Highspot, Priority Heath’s internal team and sales representatives had current, compliant content at their fingertips. “Our business would be so limited without Highspot,” explained Hubner. “The fast pace that we’re rolling out products and that regulations change would be challenging to keep up with.”

Internal adoption grew quickly, so the team expanded the experience to agent partners using Digital Rooms. Historically, the sales team had spent hours every week fielding questions from agent partners.

To restore this lost time, the Distribution and Training team built market segment-specific Digital Rooms, so agents could self-serve plan information. Agents have spent over 130 hours viewing the Digital Rooms for small and large group market segments, which has in turn saved Priority Health’s sales team 200+ hours.

“Digital Rooms have significantly enhanced the way we support our agent partners by creating a centralized, always-current resource hub that puts training materials, tools, and updates directly at their fingertips,” shared Tina Gabarra, director of distribution and training & consumer markets sales at Priority Health.

Improved agent trust yields new opportunities

The shift to Highspot saved time for reps. It also more strongly positioned Priority Health as a continued trusted partner to agents. That trust paid dividends: Agents fully understood Priority Health’s value, which led to new opportunities and clients.

“Digital Rooms made valuable information that we can leverage in sales immediately usable and accessible,” added Lindsay Dumais, senior director of sales at Priority Health. “We’re so grateful for the strides the Distribution & Training team has made for our organization!”

With Highspot, Priority Health improved rep and agent confidence. In turn, the team increased communication and education within the agent community, which built confidence in selling its products. Through its Digital Room strategy, the organization has driven 5,400+ Digital Room views by agent partners. As a result, Priority Health’s entire ecosystem is ready to quickly adapt when regulations or offerings change.