401(k) RETIREMENT PLAN SALES COMPENSATION SURVEY
Small to Mid-Sized Plan Markets

Overview [Table of Contents]

The 401(k) Retirement Plan Sales Compensation Survey benchmarks the compensation levels for five key retirement plan sales and service roles. Distribution is primarily through financial advisors (registered reps, RIA's, consultants, etc) that sell retirement plans, investment only products and record-keeping services to small & mid-sized companies.

PERFORMANCE TARGETS:

• New to Role: Individual has less than 18 months experience in role/function (new hires with experience should not be included in this group).
• Average Performer: Individual meets sales targets, but does not exceed them.
• Star Performer: Individual significantly exceeds sales targets.

EXCLUSIVE findings include:

• Drivers of Compensation
• Fixed and Variable Compensation
• Ranges and Dispersion of Compensation Paid
• Measure of Overall Productivity
• Cost of Sales in Basis Points
• Pay Progression Analysis
• Production Progression Analysis
• Tenure Distribution

Table of Contents [Overview]

INTRODUCTION

POSITION DESCRIPTIONS & SCOPE INFORMATION REPORT

EXTERNAL WHOLESALER/REGIONAL PENSION CONSULTANT
310 Base Compensation — Salary
311 Base Compensation — Car Allowance
312 Base Compensation — Salary plus Car Allowance
313 Base Compensation — Salary Merit Increase
320 Incentive Compensation — Commission and Bonus
321 Incentive Compensation — Performance Measures
330 Total Cash
340 Percentage of Fixed and Variable Pay
350 Long—Term Incentive and Other Compensation
360 Sales Production, Productivity and Targets

INTERNAL WHOLESALER/INSIDE SALES
410 Base Compensation — Salary
411 Base Compensation — Salary Merit Increase
420 Incentive Compensation — Commission and Bonus
421 Incentive Compensation — Performance Measures
430 Total Cash
440 Percentage of Fixed and Variable Pay
450 Other Compensation
460 Sales Targets

ENROLLER/CASE ACCOUNT SERVICE
510 Base Compensation — Salary
511 Base Compensation — Car Allowance
512 Base Compensation — Salary plus Car Allowance
513 Base Compensation — Salary Merit Increase
520 Incentive Compensation — Commission and Bonus
521 Incentive Compensation — Performance Measures
530 Total Cash
540 Percentage of Fixed and Variable Pay
550 Other Compensation
560 Sales Targets

DIVISIONAL SALES MANAGER
610 Base Compensation — Salary
611 Base Compensation — Car Allowance
612 Base Compensation — Salary plus Car Allowance
613 Base Compensation — Salary Merit Increase
620 Incentive Compensation — Commission and Bonus
621 Incentive Compensation — Performance Measures
630 Total Cash
640 Percentage of Fixed and Variable Pay
650 Long—Term Incentive
660 Sales Production, Productivity and Targets

REGIONAL SALES MANAGER
710 Base Compensation — Salary
711 Base Compensation — Car Allowance
712 Base Compensation — Salary plus Car Allowance
713 Base Compensation — Salary — Merit Increase
720 Incentive Compensation — Commission and Bonus
721 Incentive Compensation — Performance Measures
730 Total Cash
740 Percentage of Fixed and Variable Pay
750 Long—Term Incentive
760 Sales Production, Productivity and Targets

BENCHMARKS
810 Compensation Dispersion — External Wholesaler/Regional Pension Consultant
820 Compensation Dispersion — Internal Wholesaler/Inside Sales
830 Compensation Dispersion — Enroller/Case Account Service
840 Wholesaler Productivity
850 Wholesaler Pay Progression Analysis
860 Wholesaler Production Progression Analysis
870 Wholesaler Tenure Distribution