“You have a complicated product.”
       That was the comment from one of Psychological Associates’ consultants to Mr. Mark Turner, Director of Field Sales Training for The Standard Insurance Company, also known as The Standard.
       The remark refers not just to the wide array of employee benefits and retirement plans that bear the Standard Insurance name. The fact is, the sales force of Standard doesn’t even sell these programs directly to the businesses that buy them. Instead, Standard must persuade independent brokers across the country to offer Standard’s programs to business owners.
       Standard’s sales consultants do an outstanding job, making Standard a national leader. But this success requires the ability to build strong, interpersonal relationships
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