BDO’s 2023/2024 Health Insurance Sales Force Compensation Insights Report analyzes pay trends, incentive structures, and market dynamics. Key findings include higher compensation for account management roles and sales reps handling national accounts or specialty products. Larger companies offer significantly higher base and total compensation. Sales bonus plans are regaining favor over commission-only plans, reflecting a shift toward strategic goal alignment and profitability. AI adoption and hybrid work policies influence compensation design, while long-term incentives remain limited to senior roles. The report emphasizes using data-driven planning to align sales behaviors with evolving market goals.

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