Colonial Quantifies Training Program Results

New worksite salespeople who get formal sales training sell far more products than those who don’t.[@@]

Colonial Supplemental Insurance Company, Columbus, S.C., has come to that conclusion in an analysis of the results of its 2-year-old Colonial College training program.

Graduates of the training program are more than twice as likely to continue being successful at selling worksite products a year later compared with new salespeople who didn’t attend the college, Colonial says.

The company defines a salesperson’s success in terms of meeting sales goals, says Cherie Tibbetts, Colonial’s vice president of recruiting, sales education and management development.