Starting January 1, 2011, insurance carriers are required to meet medical loss ratio targets established by the Healthcare reform law. This impacts commission processes, transparency and current systems in place. In this Sales Management Association Online Experts Exchange panel discussion, we review three perspectives on how carriers and vendors are taking steps to ensure compliance while driving performance.
Session Panel
- Mike Deffner, Director Channel Analytics, CRM, and Incentive Management; Blue Cross Blue Shield of Minnesota
- Bruce Jackson, Vice President of Solutions Consulting; Varicent Software Incorporated
- Eric Zerneke, Vice President of Sales and Marketing; Arcadia Solutions
Topics addressed in this session include: anticipating MLR's impact on selling costs, compensation design, and distribution strategy; carriers' expected changes in sales compensation administration processes and procedures resulting from MLR provisions; and technology's role in assisting carriers and large brokers' adaptation efforts.
