Globe Life Improves Objection Handling by 28% with AI-Driven Roleplays and Coaching
Globe Life is one of the largest providers of life and supplemental insurance in the United States.
Employees
20,000+
Industry
Insurance
28%
3.7x
40+
See How Outdoo Turns Practice Into Performance with AI Roleplays?
Book a DemoOperating a high-volume, outbound sales model, Globe Life agents conduct thousands of customer conversations each month across warm referrals, cold outreach, beneficiary calls, and no-cost benefit follow-ups.
The business depends on consistent call quality, strong objection handling, and rapid onboarding to support growth at scale.
The Challenge
As Globe Life expanded its sales organization, leadership faced growing inconsistency in call quality across teams. While some agents excelled at rapport and storytelling, others struggled to manage objections, control call flow, and confidently close.
Cold outreach proved especially difficult, underperforming warm calls and limiting early-stage conversion. Managers relied heavily on manual mock calls, which were time-consuming, subjective, and difficult to scale.
Uneven skill development slowed ramp time and made it difficult to ensure consistent performance across thousands of conversations. Critical skill gaps in discovery, storytelling, time management, and appointment confirmation often went undetected until live calls. Coaching quality varied by manager availability, limiting the organization’s ability to systematically improve performance.
The Solution
Globe Life implemented Outdoo to standardize skill development across its high-volume sales organization.
By combining realistic AI roleplays, structured skill benchmarking, and scalable coaching insights, Globe Life created a repeatable system to strengthen objection handling, improve call quality, and reduce coaching overhead.
100% Role-Play Coverage Across Real Scenarios
Agents practiced every major Globe Life call type, including beneficiary referrals, no-cost referrals, discount card renewals, warm inbound follow-ups, and cold outreach. This ensured that training directly mirrored the conversations agents handled daily, eliminating the gap between practice and live performance.
“Practicing post-sale conversations helped our teams stay sharp and confident when it mattered most for retention and follow-through.”
Multi-Persona Practice
Outdoo simulated the most common customer profiles Globe Life agents encounter, including older callers who require clarity and patience, rushed callers who test time management, and cooperative callers who require confident progression and closing. The realism of these personas helped agents build true conversational muscle memory rather than rehearsing scripted responses.
“Practicing post-sale conversations helped our teams stay sharp and confident when it mattered most for retention and follow-through.”
AI Benchmarking Across 8+ Critical Skills
Every simulation was scored across core performance dimensions such as rapport building, personalization, storytelling, objection handling, questioning effectiveness, time management, and closing precision. This gave leadership a structured, data-backed view of agent readiness and highlighted specific skill gaps that were previously difficult to diagnose.
“If someone does ten roleplays in Outdoo, you can see the improvement instantly on real calls. The speed of feedback is huge. ”
Instant Feedback Loops
Immediately after each practice call, agents received actionable, skill-level feedback identifying strengths and improvement areas. The speed of feedback accelerated learning cycles and allowed agents to refine techniques in real time instead of waiting days for manager review.
Scalable Coaching Model
By replacing repetitive manual mock calls with AI-driven scoring and dashboards, Globe Life significantly reduced coaching overhead. Managers shifted from running simulations to delivering targeted, high-impact coaching conversations based on objective performance data, creating a more efficient and consistent enablement model across teams.
The Impact
With Outdoo, Globe Life built a closed-loop enablement system that increased practice volume, strengthened objection handling, and dramatically reduced coaching overhead, while improving confidence and consistency across the sales organization.
Faster Ramp Through Structured Practice
Agents completed nearly four times more structured practice sessions, increasing repetition and confidence before engaging with real customers and accelerating readiness.
Higher Call Quality and Objection Recovery
Globe Life achieved a 28% improvement in objection handling, with measurable gains in storytelling, call control, confidence, and recovery during challenging conversations.
Scalable, Data-Driven Coaching
By replacing manual mock calls, managers saved more than 40 hours per month. Outdoo surfaced clear coaching priorities in questioning, storytelling, closing clarity, and objection reframing, enabling consistent, targeted development across teams.
By adopting Outdoo, Globe Life created a repeatable, always-on coaching engine that improved call quality across every scenario, increased structured practice nearly fourfold, and ensured agents were prepared before every customer conversation.
“Outdoo makes our reps better before they ever get on a real call. It’s become our go-to engine for building confidence and consistency. ”
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