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Small to Midsize Plan Markets: Table of Contents

INTRODUCTION

EXTERNAL WHOLESALER/REGIONAL PENSION CONSULTANT
210 Position Description & Scope Information
220 Base Compensation — Salary
221 Base Compensation — Car Allowance
230 Incentive Compensation — Commission and Bonus
231 Incentive Compensation — Performance Measures
240 Total Cash
250 Percentage of Fixed and Variable Pay
260 Long-Term Incentive
270 Other Compensation
280 Sales Production, Targets, Cost of Sales and Productivity

INTERNAL WHOLESALER/INSIDE SALES
310 Position Description & Scope Information
320 Base Compensation — Salary
330 Incentive Compensation — Commission and Bonus
331 Incentive Compensation — Performance Measures
340 Total Cash
350 Percentage of Fixed and Variable Pay
360 Other Compensation
370 Sales Targets

RELATIONSHIP MANAGER/CLIENT SERVICE/ENROLLER
410 Position Description & Scope Information
420 Base Compensation — Salary
421 Base Compensation — Car Allowance
430 Incentive Compensation — Commission and Bonus
431 Incentive Compensation — Performance Measures
440 Total Cash
450 Percentage of Fixed and Variable Pay
460 Other Compensation
470 Sales Targets

NATIONAL ACCOUNTS MANAGER/CHANNEL DEVELOPMENT & IMPLEMENTATION MANAGER
510 Position Description & Scope Information
520 Base Compensation — Salary
521 Base Compensation — Car Allowance
530 Incentive Compensation — Commission and Bonus
531 Incentive Compensation — Performance Measures
540 Total Cash
550 Percentage of Fixed and Variable Pay
560 Long-Term Incentive
570 Other Compensation
580 Sales Targets

REGIONAL SALES MANAGER
610 Position Description & Scope Information
620 Base Compensation — Salary
621 Base Compensation — Car Allowance
630 Incentive Compensation — Commission and Bonus
631 Incentive Compensation — Performance Measures
640 Total Cash
650 Percentage of Fixed and Variable Pay
660 Long-Term Incentive
670 Other Compensation
680 Sales Production and Targets

DIVISIONAL OR NATIONAL SALES MANAGER
710 Position Description & Scope Information
720 Base Compensation — Salary
721 Base Compensation — Car Allowance
730 Incentive Compensation — Commission and Bonus
731 Incentive Compensation — Performance Measures
740 Total Cash
750 Percentage of Fixed and Variable Pay
760 Long-Term Incentive
770 Other Compensation
780 Sales Production and Targets

BENCHMARKS
810 Compensation Dispersion — External Wholesaler/Regional Pension Consultant
820 Compensation Dispersion — Internal Wholesaler/Inside Sales
830 Compensation Dispersion — Relationship Manager/Client Service/Enroller
840 External Wholesaler Pay Progression Analysis
841 External Wholesaler Production Progression Analysis
850 External Wholesaler Tenure Distribution
860 Internal Wholesaler Pay Progression Analysis
870 Internal Wholesaler Tenure Distribution
880 Relationship Manager Pay Progression Analysis
890 Relationship Manager Tenure Distribution