Training and Development Programs and Digital Adaptabilty of Bancassurance Financial Advisors: Inputs to Sales Productivity

The study assessed the training and development programs and digital adaptability of bancassurance financial advisors in selected financial institutions in Metro Manila and examined their implications for sales productivity. Anchored on Human Capital Theory of Becker and the Technology Acceptance Model of Davis, the study assessed training and development programs in terms of onboarding and induction training, sales and market knowledge training, sales and communication workshops, leadership and mentorship programs, continuous learning and certification support, and performance evaluation and feedback. Likewise, the digital adaptability was evaluated in terms of proficiency with CRM and sales tools, use of online lead-generation platforms, virtual client engagement skills, data analytics and reporting literacy, technological responsiveness and innovation, and adaptation to digital work processes. Using a descriptive research design, data were gathered from 150 respondents composed of bancassurance financial advisors, area/branch managers, and training and development officers from selected financial institutions in Metro Manila. Results revealed that training and development programs were generally assessed as Highly Evident, with performance evaluation and feedback obtaining the highest assessment. Onboarding and induction training, sales and market knowledge training, sales and communication workshops, leadership and mentorship programs, and continuous learning and certification support, and were likewise rated highly evident. The findings indicate that improvements in training and development programs directly influence improved digital adaptability and overall sales productivity. Based on the findings, an improvement plan was developed to strengthen training and development programs, enhance digital adaptability, and improve sales productivity.

Training and Development Programs, Digital Adaptability, Bancassurance, Financial Advisors, Sales Productivity

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