Discretionary Pay Is Not a Plug for Your Leaky Compensation Plan

Posted by Jason Brown on Mon, Jul 02, 2018

The other day I was speaking with a sales compensation director who had observed a peculiar correlation in her sales comp data. She compared the payouts that salespeople received for their quantitative bonuses—measures of direct sales results—to the discretionary payouts those same individuals received. Like many asset managers, this company uses a framework for determining discretionary pay but provides significant latitude to sales managers in deciding the actual rating for each individual.


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Five Interesting Questions About Selling Roles, Compensation and the Future of Distribution

Posted by Jason Brown on Mon, Jun 04, 2018

Last week I had the pleasure of speaking at the newly renamed Investment Management Education Alliance (formerly the Mutual Fund Education Alliance) Distribution Summit. The hardest question I faced all day was one that I had to ask myself: How will I make it to New York during a weather apocalypse? But that was by no means the most interesting question I faced. Here are five thought-provoking questions that came up during our discussion of selling roles, compensation and the “future” of distribution:


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What Insurance Agents Do (and Don’t) Have in Common With Taxi Drivers

Posted by Peter Manoogian on Thu, May 25, 2017

Ever try to hail a cab in New York on a rainy day (especially before ride-sharing apps came along)? It’s nearly impossible because taxi drivers—whose payouts are 100% fare-based—achieved their income target sooner in the day because of high demand. Research demonstrates that drivers will work the least on rainy days and the most on nice days when fares are hard to find.


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Kicked Out of the Club: The Case for Increased Personalization

Posted by Peter Manoogian on Thu, Mar 03, 2016

Confession: I used to frequent dance clubs fairly regularly in my early 20s. The atmosphere and music energized me. I loved hitting the dance floor and even had a signature move. (It’s true. Ask my friends.)

These days, the only club I frequent is at an airport. While they both serve alcohol, they’re very different experiences. I mostly go “clubbing” when I travel overseas because my gold frequent flier status grants me access to partner airline lounges.


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Carriers Create Positive Impact With Focus on Agent Experience

Posted by Peter Manoogian on Wed, Jan 21, 2015

Insurance carriers have taken great strides to improve the customer experience. However, all too often, important influencers of that experience are overlooked. This is especially true when it comes to the relationship between carriers, agents and customers. Oftentimes, agents are one of the greatest factors in the customer experience, particularly when the carrier has limited customer interaction. What’s more, customers oftentimes do not accurately distinguish between their insurance agents and carriers. Therefore, the reputation – good or bad – of the agent may equally be assigned to the carrier. That represents a large opportunity, on the part of the carrier, to influence the customer experience by ensuring a positive agent experience.


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