Boston — Given today’s increasingly competitive insurance marketplace, with insurance companies, asset managers and banks all competing to sell products to both brokers and consumers, carriers must examine ways to optimize their sales force, according to Rachel Alt-Simmons, senior analyst with Needham, Mass.-based TowerGroup Inc. at its annual conference last week in Boston. As part of her presentation, “The Office Hits the Road: Mobility Application Trends in Insurance Sales Distribution,” she highlighted how mobile devices, although still undergoing rapid changes and development, if leveraged properly, can provide insurers with a competitive advantage, and increased sales productivity and market share.

Carriers’ wholesaling organizations have begun to do this by deploying sales personnel in the field equipped with mobile devices, such as smart phones and laptops, capable of accessing information and intelligence in real-time. While this may seem like common sense, the first step in properly utilizing the technology is to develop a customer relationship management (CRM) strategy.

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