Carriers with Higher Voluntary Sales Tend to Have More Defined Field Positions and Roles Specific to Selling Voluntary, According to Eastbridge’s Latest Report.

AVON, Conn.--()--All but a few of the carriers participating in Eastbridge’s study, Field Structures in Voluntary Companies, reported that their field offices are responsible for selling and supporting the sales of traditional, employer-paid and voluntary products. However, the number of people, positions and organizational complexity in the field offices varied among the carriers surveyed. The average was five field positions in each office, but the number ranged from 1-11. The number of people in each position also varied, depending on the number of field offices being supported.

The study also found that carriers with a greater presence in the voluntary/worksite market in terms of sales often have more field positions and roles designated to sell and support voluntary products. These carriers typically have seven voluntary-specific positions or roles compared to the five for all other carriers. Additionally, field offices are most often responsible for employer sales calls, account relationship management, client renewals and cross-selling. The home office typically handles the account set-up, sales and proposal support, enrollment assignments and new hire enrollment functions. Although the functions are often separated, both parties collaborate on all levels to best serve the client.

In addition to these topics, the report looks at:

  • The lines of business typically handled in the field offices.
  • The number of field offices currently operating and if there any plans for adding to or consolidating these.
  • The field office positions specifically designated to voluntary, if any.
  • The method for compensating these employees.
  • The specific functions for each position.

The report is currently available for purchase for $2,000. For more information or to order, call today at (860) 676-9633 or email Eastbridge at info@eastbridge.com.

Eastbridge Consulting Group, Inc. is a marketing advisory firm serving insurance and financial services organizations in the United States and Canada.

Contacts

Eastbridge Consulting Group
Ginger Bates, 803-782-0560

Contacts

Eastbridge Consulting Group
Ginger Bates, 803-782-0560