Field Structures in Voluntary Carriers

Cost: $2,000; published 2018

Without question, excellent products, administration and services are essential for a carrier to be successful in the voluntary/worksite market. However, if a robust and dynamic distribution is not also in place to deliver and support these products and services, sales success will be very difficult to achieve. 

The purpose of this Spotlightâ„¢ Report, Field Structures in Voluntary Carriers, is to provide an overview of the various structures, positions voluntary carriers have in place for their field offices and the responsibilities of those positions and structures for sales, sales support, enrollment and ongoing service. With the data from this report, carriers can compare their own distribution structure against others in the industry.

View Table of Contents

1. Executive Summary

A. Report Objectives

B. Methodology

C. Key Findings

2. Field Office Structure & Functions

A. Information by Position

1. Lines of Business Handled in Field Offices

2. Number of Field Offices

3. Plans for Adding or Consolidating Field Offices

4. Voluntary Field Office Positions and Roles

5. Performance Measurement by Position

6. Compensation by Position

7. Plans for Adding New Positions

8. Turnover Percentage by Position

9. Managers/Supervisors Outside of Field Offices

B. Information by Function & Responsibility

1. Account Set-Up

2. Sales and Proposal Support

3. Employer Sales Calls

4. Account Relationship Management

5. Client Renewal Process

6. Cross-Selling Additional Products

7. Enrollment of New Hires

C. Participant Demographics

1. 2017 Voluntary Sales Premium

2. Voluntary Product Mix

 


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