Company: GoHealth
Company Description: As a leading health insurance marketplace, GoHealth’s mission is to improve access to healthcare in America. For customers, enrolling in a health insurance plan is confusing and difficult, and seemingly small differences between plans can lead to significant out-of-pocket costs or lack of access to critical medicines and even providers.
Nomination Category: Sales Awards Achievement Categories
Nomination Sub Category: Sales Recruitment Initiative of the Year
 Nomination Title: GoHealth Sales Recruiting 2024
- Which will you submit for your nomination in this category, a video of up to five (5) minutes, explaining the nominated achievement since July 1, 2022, OR written answers to the questions? (Choose one):
Written answers to the questions
- If you are submitting a video of up to five (5) minutes in length, provide the URL of the video here, OR attach it to your entry via the "Add Attachments, Videos, or Links to This Entry" link above, through which you may also upload a copy of your video. If you are submitting written answers to the questions for this category, provide them in the spaces below.
GoHealth is a leading health insurance marketplace with a mission to improve access to healthcare in America. With nearly 3 million Americans enrolled since 2019 and counting, GoHealth has partnered with 14 of the leading health insurance carriers to deliver on said mission. The company supports roughly 3,000 employees, across 4 countries, to cut through the confusion and enroll costumers in a plan with the right coverage and benefits.
- Briefly describe the nominated organization or individual: history and past performance (up to 200 words):
Total 80 words used.
GoHealth’s Sales Talent Acquisition team has existed since 2021 and has led several transformational strategies over the last four years in anticipation of the ongoing changes in the healthcare industry and labor market. The team currently consists of one Sr. Director, one Manager, One Operational Specialist, and eight Recruiters.
Each year we support the success of our sales teams by designing and driving the full end-to-end hiring process which has delivered anywhere from 650 to 6,500 total annual hires.
- Outline the nominated achievement since July 1 2022 that you wish to bring to the judges' attention (up to 250 words):
Total 243 words used.
Since 2022, GoHealth has shifted its focus on prioritizing the needs of beneficiaries and ensuring the best plan fit for their individual needs. This has led to Sales TA further optimizing our recruitment efforts to identify and attract experienced Health agents that are not only successful but also who prioritize the needs of the beneficiary and focus on enrollment quality.
Our hiring goal in 2024 was originally 675 new agents (+22% YoY), a goal that was later increased to 950 (+80% YoY). Sales TA needed to quickly pivot mid-hiring ramp to plan for, and facilitate, this massive increase in goal while still ensuring original hiring goals were met for all 70 Sales Managers and Directors. We took a holistic approach to significantly change how we approach sales hiring to ensure we not only met the increased goal but also improved agent quality.
First, we optimized our candidate sourcing, candidate profile, and front-end selection process to improve sourcing efficiency and focus more on a candidate’s behavioral skill set. Next, we worked cross-departmentally to implement technology-enabled automated vetting that provided real-time details necessary for recruiters to assess a candidate’s viability to sell the products we distribute. We improved our candidate experience and speed to hire by shortening our hiring process to two stages, down from the typical three-stage process. We did this while gaining buy-in from Sales leadership by sharing the anticipated benefits from the process change, which also included stronger alignment on candidate selection.
- Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):
Total 25 words used.
Supporting documentation is being prepared but still awaiting final data not available until after year-end. We would be happy to provide this at that time.
- Explain why the achievement you have highlighted is unique or significant. If possible compare the achievement to the performance of other players in your industry and/or to the nominee's past performance (up to 250 words):
Total 164 words used.
These achievements are significant because a shift in strategy as wholesale as ours is extremely difficult to accomplish in a year, especially while nearly doubling our hiring volume. Typically, a volume increase brings a deterioration in quality and KPIs, yet we were successful in improving our critical KPIs compared to 2023.
Hiring KPI Improvements
- +30% increase in applicant volume at under budget
- Our speed to hire improved by 16% (3 days)
- Day one start rate improved +7% (99% vs 92%)
- Our new hire retention improved by +8% (66% vs 58%)
- New agent performance has improved +20% YoY
Business Impact/ROI - $21.3M
- $20M in additional Revenue from stronger agent hires
- $1.3M Total Operational Savings
- $250k in savings from a +7% improvement in start rate
- $850k savings resulting from a +8% higher retention rate
- $200k candidate sourcing savings
This initiative has transformed how GoHealth attracts and retains top sales talent and will serve as the foundation for more ground-breaking change in the coming years.
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