ANALYSIS OF SALES FORCE:
VARIABLE ANNUITY STRATEGIES

Overview [Table of Contents] [Methodology]
[Universe of Companies] [Press Release]

This report identifies key variable annuity trends that impact on sales force strategies. Analysis of Sales Force: Variable Annuity Strategies presents quantitative insights from leading 1st and 2nd Tier Group Variable Annuity distributors. This report will enable you to develop sales strategies that will position your company most effectively in the marketplace.

Sales forces are increasingly under competitive pressure to become more selective about whom they approach and what their sales message will be. This report helps address fundamental distribution issues such as whether there appears to be a greater shift towards specialization. Sales force organizations are changing in order to implement these shifts in sales strategies.

Table of Contents

INTRODUCTION

WHOLESALER
Single vs. Multi Product
Single vs. Multi Channel
200 Summary
210 Product
220 Distribution
230 Sales Force Size
240 Territory
250 Spans of Control
260 Benchmarks

INSIDE SALES
Single vs. Multi Product
Single vs. Multi Channel
300 Summary
310 Product
320 Distribution
330 Sales Force Size
340 Benchmarks

CHANNEL MANAGER
Single vs. Multi Product
Single vs. Multi Channel
400 Summary
410 Product
420 Distribution
430 Sales Force Size
440 Spans of Control
450 Benchmarks

SALES MANAGER
Single vs. Multi Product
Single vs. Multi Channel
500 Summary
510 Product
520 Distribution
530 Sales Force Size
540 Levels: National vs. Divisional
550 Spans of Control
560 Benchmarks