Agents and advisors are customers too

Penn Mutual Life Insurance Company is embracing CRM practices internally as part of a new commitment toward its professional agents and financial advisors.

Penn Mutual is implementing Oracle Sales Compensation, part of Oracle's CRM 3i suite, to track workers' performance and compensation against sales goals and other motivational rewards and value-added services like continuing education programs.

The system will also provide real-time sales information about product sales and promotions, which will help the company to be more responsive to agents' needs. "Our Sales and Marketing team is very excited about this new system," said Larry Mast, Penn Mutual's chief marketing officer. "All of the information they need will be at their fingertips, which will help them to work more productively."

Knowing Penn Life is striving to cater to their needs adds real value for agents and advisors, according to Susan Kozik, Penn Mutual's senior VP and CTO, and in turn "makes Penn Mutual a beneficial company to work with."

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