Research Briefing

Health Insurance Go-to-Customer Study Briefing

Health insurance providers are refocusing their go-to-market models.

A recent Alexander Group survey with health insurance executives found that while they are cautiously optimistic and projecting healthy revenue growth for 2022, they are also using this opportunity to focus their headcount investments on alternative resources and are investing in alternative methods to improve recruitment and retention.

Key findings include:

  • Sales force turnover has increased as employees look to align company policies with their personal preferences
  • Pay levels have increased and will continue to be impacted by inflationary pressure
  • Headcount investment in retention reps has outpaced sales executives as consumer needs become more complex
  • Carriers are making targeted investments in digital technologies to improve customer engagement and seller enablement
  • Progressive leaders are optimizing their broker engagement model to drive growth and scale

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