I was talking with my GR rep last week . . . covering a lot of ground. Trying to get some insight into new things on the horizon.
We started talking about HO direct sales. While GR still handles direct sales (call in) they cranked the numbers and found it was actually less profitable than agent generated sales.
The number of sales per phone rep were not as high as expected.
They missed a lot of sales due to "limited" hours, but staffing on weekends and PM was not profitable.
The big thing was persistency. HO direct sales stayed on the books 6 months compared to 2+ years for agent direct.
We started talking about HO direct sales. While GR still handles direct sales (call in) they cranked the numbers and found it was actually less profitable than agent generated sales.
The number of sales per phone rep were not as high as expected.
They missed a lot of sales due to "limited" hours, but staffing on weekends and PM was not profitable.
The big thing was persistency. HO direct sales stayed on the books 6 months compared to 2+ years for agent direct.