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Methodology [ Overview ] [ Table of Contents ] [ More Information ]

Summary: The information in the report is assembled and organized from our Annual Sales Compensation Questionnaire which is completed by companies; plus extensive field and telephone interviews are utilized for both collection and validation of data. Report output is aggregated to protect confidentiality of the data, directly or indirectly.

In order to make valid peer comparisons, this report divides Annuity Companies into two peer groups — 1st Tier Group and 2nd Tier Group Companies. Companies are categorized as top-performing or average-performing based upon sales production per Wholesaler.


1st Tier Group Companies: Those companies for which annuity considerations exceed $6.0 Billion.

2nd Tier Group Companies: Those companies for which annuity considerations are $6.0 Billion or less.

Top Companies: The top 4 companies in each of the tier groups with the highest sales production per sales person. Note: the makeup of the Top 4 companies in each tier group remains constant throughout the report.

Average Companies: Average tier group benchmarks are averages of all companies in the tier group sample including the Top 4.

Sales Production: Sales volume performance for a calendar year.

Total Sales Cost per Wholesaler:

  • Total Cash Compensation per Wholesaler;
  • Support Function Expense per Wholesaler;
  • Staff/Management Expense per Wholesaler;
  • Other Expense: Travel & Entertainment and Seminars, Meetings and Promotions; and,
  • Other Expense: Benefits Cost.

Total Cash Compensation: Includes salary or draw plus incentive commission and/or bonus.

Basis Points of Expense Per Dollar of Sales Production: Total sales cost per Wholesaler divided by sales production per Wholesaler.

Please call 719/634-7041 for more information and/or to order this report.




Sales Compensation Survey & Analysis
2017-2018 Annual

Wholesaler Group Size & Compensation:
Mutual Funds | Annuities

Defined Contribution (401k, 403b & 457 Plans) Retirement Sales Compensation Survey:
Small to Midsize Plan Markets
Large Plan Markets

Cost of Distribution:
Mutual Funds | Annuities

Analysis of Sales Force:
Mutual Funds | Annuities