In virtuous times, insurers, as goo...

In virtuous times, insurers, as good competitors, strive to maximize sales and oftentimes increase the size of the sales force. at increasing the points of sale, insurers room for expectation to increase their market share, margins and profits. Unfortunately, in tough times, sales masss sometimes drop and man), companies solicit to reduce their costs at cutting their sales forces. While understandable, this approach can evince very costly on a long-term basis in bounds of lost opportunities and wasted capabilities. Ironically, it also may bring into view the unintended result of actually increasing long-term costlinesss and losses.

Insurers should evaluate their portfolio of