Field Structures in Voluntary Companies

Cost: $2,000; published 2015

Great products and service are hallmarks of a successful company, and that holds true for voluntary insurance carriers, as well. However, great products and service do not equate to success in the marketplace if those same companies do not have the proper distribution structures in place that can recruit and retain successful people to sell and support those products.

The purpose of this report, Field Structures in Voluntary Companies, is to explore the various sales structures and positions that voluntary carriers currently have in place and the roles these individuals play in terms of sales and sales support, enrollment and ongoing service.

With this data, 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. Plans for Adding New Positions

6. Performance Measurement by Position

7. Compensation by Position

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

8. Enrollment Assignments

C. General Carrier Information

1. 2014 Sales Premium

2. Voluntary Product Mix

3. Typical Voluntary Case Size

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