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Recent ProjectsWe conducted a Sales assessment and Training for State Farm Insurance where we determined what the “winning characteristics” of a successful agent were. This project involved the use of surveys for all State Farm agents throughout the nation as well as the sales support staff supporting those agents. The results of this survey were analyzed and we determined there were 11 “winning characteristics” that would produce top performing agents and support staff. With these results, we provided a detailed report to State Farm and developed a training package to help with the professional development of State Farm agents and their support staff. For the United States Army Recruiting Command, we developed a set of desired Leadership skills for the Command; from recruiter, to station commander, to Company First Sergeant and Company Commander as well as the battalion leadership team. We developed a survey instrument in conjunction with assessment testing that gauged the experience, competence and motivational level of a representative sampling of the Command. These skill sets were then separated into knowledge versus skills. The intent of this project was to determine which skill sets should be self-developed (knowledge) through personal learning activities, and which skill sets required training (skills). We then developed the knowledge factors into online learning content and made these a part of the Recruiting University. We also developed training for the Skills that was placed into a product called “The Recruiter Tutor.” Each of these products is currently being used. Florida Army National Guard: In this project, we were tasked to identify the causes for the state to consistently rank in the bottom third of all states for recruiting performance. Through the use of surveys and assessments, we determined once again, that a common set of skill sets could identify the causes for poor performance. After presenting our findings to the state leadership, we embarked on a training program whereby we trained every recruiter in the state in the skills needed to be successful. Once again, we encouraged the use of personal training time to develop the knowledge needed to be successful. The result of this project was that the state improved their rankings from being consistently in the bottom third to being ranked consistently in the top 5 of all states. Achievement Tec – Recruiter Testing |
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"Our success is measured by your improved performance."
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