CRM for Health Plans - Best Practices in Sales Cycle Automation
Executive Summary
Health insurance organizations are facing the dual challenges of improving revenue performance
while finding increasing margin pressure in many lines of business. In this environment,
improving sales effectiveness has become a central focus - nearly 54% of insurers have
identified increasing sales performance as a major priority in their organization.
Companies looking to modify sales processes must approach the effort with an open mind
and a solid understanding of the various components - from lead generation through to
underwriting and policy writing – that affect the sales workflow. It’s also critical
to gain a measure of the producer pool and their strengths and weaknesses.
With the right approach, insurers can transform their channel and captive agents
into top-performing, consistent revenue generators while eliminating burdensome manual tasks and overhead.
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