Robert Barrett, CPCU, CLU, ChFC, director of performance improvement for Wausau Insurance Companies, Wausau, Wis., is responsible for training and education for all of Wausau's sales operations. He coordinates his programs with 13 sales directors in the field. The training--in both the insurance industry and in sales techniques--covers new employees as well as continuing education for current staff. Training is delivered at the home office, in field locations, and through self-study ...

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