Policy & People: Strengthening Sales Force Retention for a Leading Life Insurer

Client Overview

Our client is the nation’s largest mutual life insurer and ranks among the top life insurance providers globally. A Fortune 100 company, it offers a wide portfolio of insurance, investment, and retirement solutions designed to promote financial well-being at every stage of life. With a sales force composed of contract-based financial professionals across the U.S., the company’s distribution model emphasizes personalized guidance and long-term client relationships. Its institutional division and global asset management business further position it as a leader in the financial services sector.

The Challenge / Mandate

The client was facing challenges with sales force retention, particularly among contract-based advisors returning from short- or long-term leave (such as maternity leave). The company sought to assess and improve how it supports these individuals before, during, and after their leave periods.

The consultant was brought on to:

• Consolidate and analyze all existing findings and internal survey results on sales force retention
• Develop a comprehensive set of strategic options and evaluate associated trade-offs
• Present prioritized recommendations to senior stakeholders across HR, sales leadership, and strategy teams

The ideal candidate required a strong strategic toolkit and experience in agency sales models, HR strategy, or insurance distribution structures.

The Search

We conducted a focused search targeting consultants with experience in insurance strategy and agency distribution models, with added emphasis on human capital strategy and organizational transformation. Candidates with a background in top-tier consulting firms and familiarity with the nuances of contract-based sales forces were prioritized. The ideal profile combined structured problem-solving, sensitivity to organizational dynamics, and an ability to drive alignment across functional groups.

The Placement

The selected candidate was an experienced independent consultant with a strong background in healthcare and life sciences strategy. A former consultant at Deloitte and Booz Allen Hamilton, they brought expertise in stakeholder management, health IT, and large-scale strategic initiatives. Their analytical rigor and comfort operating in matrixed organizations positioned them to quickly assimilate information and lead cross-functional efforts.

The Outcome

The consultant successfully synthesized internal surveys and stakeholder interviews into a clear set of insights. They developed a strategic framework outlining support mechanisms tailored to contract-based sales professionals, including pre-leave planning, during-leave engagement, and re-entry programming.

Their work culminated in a prioritized set of actionable recommendations, addressing both short-term improvements and long-term structural solutions. These were presented to senior leadership across HR and distribution, resulting in alignment around a phased approach to improve retention and engagement. The initiative has since been adopted as part of the broader sales force experience strategy.