Author: Canidium PR
For Health Insurers, having a robust Sales Performance Management (SPM) program is vital to ensure ongoing allegiance and satisfaction within their sales channels.
This sentiment was especially true for Health First Health Plans, an insurance agency across Central Florida.
Of specific importance to health insurance, is the Independent Producer channel. Brokers and agents can sell a variety of options when it comes to providing for their customers’ health insurance needs. If the Insurer’s broker/agent compensation is unstable, unreliable, hard to navigate, or wrought with other institutional challenges, the brokers/agents will choose to work for another provider.
After Heath First experienced a notable amount of growth over the last six years and expansion projected to continue, Russell Bradley, Health First’s former VP of Operations, decided their SPM methods needed an update.
Bradley knew that SAP would not only help mitigate the issues, but also create a consistent, reliable, and comfortable solution for both the brokers/agents and for Heath First. SAP’s Insurance Compensation Management (or ICM) solution was used to deliver an automated and consolidated solution to provide the right foundation for Health First’s current and future state SPM objectives.
Canidium, an SAP implementation partner that offers strategic, technical, and managed services, was able to determine several SPM program challenges in order to deploy a new solution successfully. One barrier addressed during the implementation included using the appropriate data management and controls to provide consistency and consolidation across a variety of source systems. Another obstacle was to configure compensation plans for each segmented population into a single administrative solution. Additionally, the previously existing platform offered limited transparency into periodic performance, so the reporting and analytics portal needed to be established to provide visibility both internally and externally.
Listen to the full story to learn how Canidium’s expertise, paired with SAP’s ICM solution, will bring success to your sales process.
Canidium’s SAP Sales Cloud certified teams were able to take on a series of complex issues and implement a system that would cater to the needs of many internal parties while never neglecting the agent experience. Establishing this foundation allowed Health First to optimize the headcount needed to support the administration and reporting processes while reducing the audit and scalability risks that were in place with the previous infrastructure. Going forward, Health First now has the right platform in place not only to ensure the highest satisfaction within their existing agent population but also to assist in the expansion strategy as they move into new markets.
Learn more about Canidum’s ICM practice at canidium.com/sapcommissions.
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