Lisa Buonocore

EDET 650 - Internship in Educational Technology

October 21, 2014
Proposal

Title: New Sales Rep Profile
Location: Colonial Life & Accident Insurance Company
Mentor: Gary Korpita, Director of Sales Training
Project:
The New Sales Rep Profile will be an assessment taken by all new sales representative s at
Colonial Life to determine their current knowledge and understanding of Colonial Life, sales and the
insurance industry. The purpose of the assessment is not to grade a sales representative, but instead
provide a way for the home office, instructors and managers to properly create a training plan for each
new representative. It is critical that the assessment does not feel or look like our other mastery tests so
it can be differentiated that it is not graded and its intent is only to develop a unique training plan for
each individual. The assessment will need to be taken a second time by each representative, that time
frame is still to be determined but likely three months, to see if any changes in learning occurred. This
project will need to be piloted by a small group of instructors and sales representatives first, before
implementing nationwide in January. The first step in this project is to begin developing questions to be
used in the assessment. A variety of categories will need to be identified and questions developed
around those categories. Once the questions are developed, they will need to be reviewed by several
stakeholders. Once the stakeholders approve the questions, they must then be checked for reliability
and validity. Once that is checked, they will go back to the stakeholders for another review. Another
aspect of this project is to determine the software to host the assessment. Since we do not want the
look and feel to be similar to our mastery tests, several online survey type tools will be considered to
host this assessment. This project is the first step in developing an evaluation process for our sales
training. This will allow us to see the progression a sales representative has beginning with day one at
the company.