Senior revenue leaders:
Gain actionable insights from recent roundtable discussions.
Title: Buyers Weigh in on Health Insurance Priorities for 2021
With the new work-from-home environment, discover what programs your buyers need as they make their benefit selections for 2021
Title: Pitfalls of Planning
Sales compensation and commercial operations leaders shared their best practices for 2021; the pitfalls of planning and what mistakes to avoid.
Title: Energizing for Growth
Key Topics:
- Focusing on 2021 sales coverage and compensation changes now
- Taking advantage of strong retention to focus resources on new sales
- Increasing sales focus on non-medical specialty and ancillary products
- Evaluating traditional sales, service, and support roles to strengthen go-to-market model
- Rebooting broker relationships for 2nd half of 2020
- Re-thinking value propositions and enabling sellers with the right messaging
- Doubling down on segments/markets with weak competition to drive higher penetration
- Aligning comp guarantees to growth goals
- Redesigning compensation governance
Topic: Using Sales Compensation to Restart Growth
Health Insurance leaders discussed:
- Defining short term sales strategy
- Refocusing customer engagement activities
- Redirecting resources by segment
- Redefining sales roles and processes
- Leveraging roadmaps to drive teamwork
- Determining comp/quota relief strategy
- Using comp MBOs to drive customer engagement activities
Topic: Sales Leadership Actions In Response to COVID-19
Health Insurance leaders discussed how to manage the challenge of COVID-19 without losing readiness to respond when the market changes.
Topics discussed were:
- Findings from AGI’s Sales Leadership Flash Survey
- Leadership mandates in times of severe market disruption
- Dealing with a new world of virtual selling
- Tactics for real-time/today’s issues (e.g., quotas, territories, comp)
- Recession proofing your sales organization
Topic: Refining Sales Models and Roles for Growth
Key discussion points included:
- Launching new roles
- Redeploying resources
- Targeting select brokers and agents
To request a complimentary briefing from the recent roundtable, please complete the form.
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