Case Study: a major health insurance carrier simplifies sales compensation and drives cross-selling with Alexander Group

a major health insurance carrier uses Alexander Group’s 2-year roadmap to simplify sales compensation and drive cross-selling

A major health insurance carrier was struggling with overly complex sales compensation plans that demotivated representatives and hindered cross-selling. They engaged the Alexander Group to benchmark their sales pay levels and plan design against industry peers to find a way to drive growth without sacrificing their plans' geographical flexibility and upside potential.

The Alexander Group analyzed the plans and identified that complexity and inconsistent targets discouraged cross-selling. They designed a two-year roadmap to transition the carrier to a simplified, goal-oriented, points-based plan. This new system maintained flexibility and upside while allowing representatives to focus on a single annual goal. The carrier implemented the roadmap, using the benchmark data to clarify incentives and better drive the desired cross-selling behaviors.