Is traditional sales dead?

With fewer formal programs to teach basic salesmanship, salespeople rely on their own ideas and what they learn from peers. Some say that's not good enough.

By Ingrid Case | Updated on June 18, 2014

Sales skills are the lifeblood of the benefits industry. But fewer and fewer carriers and agencies have formal programs that teach their employees basic salesmanship. Instead, salespeople rely on their own ideas, what they learn from peers, and informal mentorship arrangements.

And, frankly, some industry insiders say, that’s not good enough.

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