"Our second quarter results continue to show high success rates for new producers who participate in Colonial College classes," says Cherie Tibbetts, vice president of recruiting, sales education and management development. "Our goal is to help new salespeople acquire the knowledge and skills they need to experience sales success early in their worksite marketing career, and the numbers show that we’re meeting our goal."

• Twice as many new account sales. College participants have averaged twice as many new accounts as compared to new sales reps who haven’t attended Colonial College classes.

• Earlier sales success. The percentage of new sales reps who produce business during their first year with the company is up 60 percent. In addition, newly producing salespeople hit the company’s first sales production tier 50 days earlier than those who didn’t attend Colonial College classes.

Colonial College’s curriculum offers a wide variety of learning opportunities for both new and experienced sales reps. Salespeople receive training and real-world experience in worksite marketing basics, such as prospecting, conducting needs analysis and presenting solutions to decision makers and employees, as well as using Colonial’s proprietary enrollment technology.

"The college makes a huge difference when I go out in the marketplace because I now have the knowledge and experience to sell Colonial," says JeDonna Matthews-Dinges, new sales rep, Detroit, Mich. "My sales manager reinforces what I learn by making sure I do the reading, coaching me on my presentations, and helping me set goals and monitor my progress."

"Colonial College sets Colonial apart from the competition," says Alex Williams, new sales rep, Charlotte, N.C. "The marketplace sees that Colonial has well-trained salespeople."

"People who are new to worksite marketing get a solid grounding in the basics and receive tools and techniques needed for early success," Tibbetts says. "In addition, Colonial College provides consistent training and certification nationwide for our entire sales organization. So whether we’re enrolling employees in Florida or in California, our specially trained national sales team can help employees understand their employer’s entire benefits program and how all coverages offered (both core benefits and supplemental products) fit together to meet their needs."

Colonial College, which opened Jan. 1, 2003, operates from 50 training sites across the country, as well as from the company’s headquarters in Columbia, S.C. Staffed by 21 instructors experienced in worksite sales training, the college offers a variety of instructional methods: on-line and off-line self-study, classroom training, field-based activities, joint field work and weekly coaching sessions with sales managers. The college is set up in four six-month semesters with each semester offering a variety of classes. Courses range from freshman classes for new reps and sales managers to junior- and senior-level classes for more experienced salespeople. Many classes are approved for continuing education credit. In addition, the college offers certification training for enrolling sales reps and account coordinators, as well as home office schools for salespeople who reach certain production levels.

Colonial Supplemental Insurance is the marketing brand of Colonial Life & Accident Insurance Company. Colonial is a market leader in benefits communication, enrollment and customer service while providing supplemental insurance to employees and their families at the worksite. A subsidiary of UnumProvident Corporation, Colonial is based in Columbia, S.C. and operates in 49 states, the District of Columbia and Puerto Rico. Colonial underwrites a broad line of insurance coverages, including accident, hospital confinement indemnity, disability, life, cancer and critical illness insurance policies. Similar products, if approved, are underwritten in New York by a Colonial affiliate, The Paul Revere Life Insurance Company. "Colonial Supplemental Insurance" and "for what happens next" are registered service marks of Colonial Life & Accident Insurance Company. The logo, separately and in combination with "Colonial Supplemental Insurance," is a service mark of Colonial Life & Accident Insurance Company. All rights reserved.

For more information about Colonial’s products and services or opportunities with the company, call (803) 798-7000 or visit www.coloniallife.com.