Motivating insurance sales behavior: Are you leaving money on the table?

Published on July 24, 2023

Instead of disintermediating agents from insurance sales, data and digital technologies are redefining producer experiences for better sales outcomes. In this article, we explore how to stop overpaying or underpaying for sales performance and start optimizing agent channel resources.

Insurance sales can be a challenging endeavor. It takes a high degree of tenacity, discipline, and resilience to stay positive and enthusiastic in the face of frequent rejections. To motivate salespeople to continue selling, organizations frequently turn to compensation plans like commissions, bonuses, and rewards tied to sales quotas and revenue targets. Leaders might also use games or contests with trips to exotic destinations, reserved parking spots for top performers, and more as rewards to encourage high performance.

There are several problems with typical sales games or sales incentives. First, they often treat sales performers equally or take a broad-brush…

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