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It’s time to step up your game

There are a half-dozen subtle drivers of growth that account for the almost unbroken string of annual sales increases for the voluntary industry.

By Gil Lowerre and Bonnie Brazzell | Updated on February 11, 2013

There are a half-dozen subtle drivers of growth that account for the almost unbroken string of annual sales increases for the voluntary industry. These drivers propel industry sales ahead, even during weak economic times, and are in addition to the traditional “more people, selling more” momentum we have been chronicling for the last quarter of a century.

One of these drivers is the documented tendency of accounts, once they offer a voluntary benefit, to add a second, a third, (etc.) voluntary benefit in rapid succession. This serves as a built-in sales accelerator.

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