Moorhouse Group targets training for growth : Individual development plans help to embed learning in the business

Purpose – Describes how carefully targeted training improved the productivity of a UK insurance company's sales team and increased the number of calls it handled by 56 percent. Design/methodology/approach – Explains how the use of external consultants helped Moorhouse Group Ltd to identify, design and deliver the training it needed. Findings – Details how the two‐day course for sales training, and the workshops staged for employees outside the sales area, helped to improve the company's ability to generate leads and convert sales. Practical implications – Illustrates how training can help to expand the scope of available skills in the workforce as well as improve on existing expertise. Social implications – Describes how training can best be targeted to benefit individuals and, through this, society as a whole. Originality/value – Reveals that individual action plans were created for people who attended the training. The action plans were handed back to managers to embed the learning into business.