Sales training is always a priority at financial services and insurance companies. How can you ensure that it works? Provide a mix of training modalities, says Kristen Smithwick, manager of membership services, Best Practices LLC, a Chapel Hill, N.C. — based research firm. “The most effective sales training combines on-the-job coaching, classroom training, and self-directed education,” advises Smithwick. She suggests mixing instructor-led training with experiential activities such as role ...

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