Workplace Benefits: How to Get More After the Sale

Posted by Emily Alexander on Mon, Feb 17, 2020

In the U.S., the majority of life, health and wealth insurance products are purchased through the workplace. While insurers and retirement providers rightly focus on account acquisition, they often fall short on an equally important profit driver: post-sale retention, penetration and cross-sell. Working with clients across the employer benefits landscape, we’ve identified five key steps that can help any company get more out of their existing accounts.


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Three Guidelines for Forecasting Sales Growth During Uncertain Markets

Posted by Jason Brown on Thu, Jun 27, 2013

Retirement services companies frequently ask us how to forecast growth and establish sales goals in times of market uncertainty. Growing assets under management (AUM) is, of course, of primary interest to providers of 401(k)s and other retirement services.

But when the market swings widely, as in the past five years, establishing AUM forecasts can be difficult.


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