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Drumming up new sales is linked to larger paychecks for health insurance salespeople, a new study has found. The BDO Insights Report also found, perhaps not surprisingly, that insurance company sales reps who focus on national and major accounts are the most highly paid team members.

The report used data from a survey of 1,900 sales positions in insurance companies, drawing its information from insurance agents rather than independent brokers. The study looked at compensation such as base salary, sales incentives, commissions, and corporate incentives. It also examined the use of long-term incentives and plan design information for sales representatives, account managers, inside sales, and customer service staff. And it reviewed data on pay-for performance relationships and how they affect sales incentive plans.

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