Success Stories: Cigna

Cigna motivates its sales force by providing better information

Cigna’s Group Insurance division , which provides group Life , Accident, and Disability insurance, faced a challenge to drive desired behaviors and motivate the sales force. With a labor-intensive, manual process for managing commissions, salespeople were provided no information regarding how their commission payments were determined or their performance against targets.

Now, based on Synygy’s expertise in the design and production of information, Cigna’s salespeople receive a comprehensive report containing summarized and detailed incentive compensation information, including each transaction and plan component they got credit for. With this new performance and pay information, salespeople get rapid feedback on their activities and what they need to do achieve their compensation targets, which has resulted in greater motivation and satisfaction with the sales compensation plan.

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