Voluntary Rep Compensation
Cost: $3,000; published 2026
Distribution is a critical component of success in the voluntary/worksite market. Companies compete for many of the same brokers, making it essential to attract and retain experienced and knowledgeable sales representatives who can effectively engage these partners. To remain competitive, carriers must offer attractive compensation opportunities and support services for these positions.
The 2026 Voluntary Rep Compensation study takes a closer look at how today’s carriers compensate and support their sales reps and compares responses to previous surveys where applicable to illustrate trends. With this information, voluntary/worksite carriers can compare their own sales rep compensation strategies to those of other companies active in the market and assess their competitiveness in this key area.
View Table of Contents
1. Executive Summary
A. Study Information
B. Key Findings
2. Detailed Findings
1. Distribution Model
2. Number and Tenure of Voluntary/Worksite Reps
3. Assignment Factors for Reps
4. Average Base Salary of Reps
5. Average Base Salary by Type of Rep
6. Variable Compensation – New Sales & Renewals
7. Variable Compensation – Additional types
8. Frequency of Paying Variable Compensation
9. Total Compensation
10.Type of Compensation by Type of Rep
11.Other Compensation or Benefits
12.Mix of Total Compensation
13.Expected Production Levels
14.Potential Impacts of Expected Production
15.Consequences if Production Not Met
16.New Business Annualized Premium by Sales Rep
17.Average Number of Brokers/MGAs per Rep
18.Field Management Reporting
19.Number of Employees Reporting to Sales Manager
20.Types of Support Personnel
21.Other Positions Supporting Brokers
22.Use of Artificial Intelligence in Voluntary Distribution Model
23.Obstacles
24.Profiles of Rep Compensation Models