WHAT DOES AN INSURANCE SALES REPRESENTATIVE DO?
Published: Sep 26, 2025 - The Insurance Sales Representative is responsible for building and maintaining strong client relationships, acting as a trusted liaison between customers and internal sales support teams. This role involves developing and executing strategic territory plans, presenting tailored insurance solutions, and consistently achieving revenue targets through effective customer engagement and negotiation. The representative also demonstrates deep product knowledge, delivers exceptional service, and contributes to ongoing professional development through continuous learning initiatives.
A Review of Professional Skills and Functions for Insurance Sales Representative
1. Insurance Sales Representative Job Description
- Business Planning: Develop a personal business plan to drive client acquisition and retention in a book of business.
- Client Management: Monitor client accounts to ensure each relationship is properly managed, compliant, and adheres to regulatory and/or service requirements.
- Performance Monitoring: Monitor and adjust the individual business plan and participate in monthly coaching with the Branch Manager.
- Presentation Skills: Travel to locations from time to time to conduct presentations, deepen partner relationships, and develop and retain client relationships.
- CRM Utilization: Leverage MS Dynamics CRM in the day-to-day management of the sales process.
- Financial Counselling: Provide remedial, preventative, and informative financial counselling.
- Financial Strategy: Set goals and develop a financial strategy.
- Financial Analysis: Analyse clients’ financial records, investment portfolios, and risk profiles.
- Insurance Knowledge: Provide information concerning insurance plans, benefits, and other policy features.
- Needs Assessment: Complete Insurance Needs Analysis.
- Investment Advisory: Provide investment advice and facilitate the purchase and redemption of mutual funds.
2. Insurance Sales Representative Accountabilities
- Advisory Services: Provide professional advice and education to address complex credit and investment needs.
- KYC Compliance: Adhere to KYC processes to develop an in-depth understanding of the client’s needs.
- Portfolio Management: Actively manage the client’s strategy, including regular monitoring of client investment portfolios and ensuring adherence to best practices and regulatory requirements.
- Regulatory Compliance: Comply with securities regulations and company policies at all times.
- Due Diligence: Ensure due diligence in the completion of forms, documents, client information, etc.
- Licensing Ethics: Ensure maintenance of required licences, compliance with ethical behaviour and adherence to corporate policies, industry standards and regulations.
- Presentation Skills: Conduct individual and group presentations.
- Client Prospecting: Prospect new clients to empower them to make informed decisions.
- Community Engagement: Cultivate strong community relationships to contribute to sales and growth goals.
- Business Development: Implement relationship-building strategies and drive new client acquisition goals in the assigned territory.
- Investment Planning: Determine the appropriate investment model, investment asset mix aligned with life goals, income needs, return expectations and risk tolerance that fulfills client objectives.
3. Insurance Sales Representative Responsibilities
- Customer Relationships: Establish and maintain excellent customer relationships at all levels.
- Sales Liaison: Act as liaison between sales support and customers in order to provide superior service and solutions.
- Territory Management: Responsible for the evaluation of existing relationships, growing and expanding relationships, creating a territory plan and successfully executing against that strategy.
- Revenue Achievement: Meet or exceed monthly and annual revenue objectives.
- Sales Planning: Develop clear and thorough sales plans for each of the assigned accounts, detailing all relevant information about an account, so sales efforts can be successfully executed.
- Insurance Knowledge: Demonstrate a clear understanding of Insurance products and solutions.
- Product Presentation: Effectively present them to customers and articulate the value they can expect from using them.
- Customer Outreach: Call existing customers to secure appointments, gather information on their needs, position and demonstrate the value of products to address their business issues.
- Customer Service: Provide excellent customer service by effectively managing customer objections, setting realistic expectations, successfully negotiating pricing and contracts and closing sales.
- Professional Development: Formulate a professional development plan with the manager that focuses on internal/external educational programs.
4. Insurance Sales Representative Additional Details
- Goal Achievement: Set and exceed goals and expectations.
- Client Relationships: Establish and maintain relationships with clients.
- Lead Generation: Generate potential leads for future sales.
- Sales Reporting: Track and report sales in an organized manner.
- Staff Hiring: Responsible for hiring staff members.
- Team Management: Develop and manage a team of salespeople.
- Staff Communication: Communicate effectively with other members of staff.
- Member Support: Respond to members' requests by setting up follow-up appointments to go over their benefits package remotely, as well as attending meetings or trainings via Zoom.
- Benefits Advisory: Sit down with members remotely, making sure they understand the benefits package they have requested through their union, and also advising them of other benefits they may be eligible for.
5. Insurance Sales Representative Responsibilities and Key Tasks
- Insurance Fundamentals: Learn the basics of insurance.
- Policy Sales: Present and sell insurance policies to new and existing clients.
- Plan Development: Develop and calculate suitable plans based on the client's needs.
- Client Service: Service existing client inquiries and identify cross-selling opportunities.
- Regulatory Compliance: Comply with insurance standards and regulations.
- Performance Tracking: Track and identify areas of improvement.
- Customer Follow-up: Exercise responsive and timely follow-up to customer inquiries with the goal of finalizing or retaining the business with the incumbent carrier and Brightway.
- Solution Recommendation: Recommend solutions and provide product options to meet customer needs, including increased coverage and cross-sales/account rounding.
- Personal Lines Sales: Sell Personal Lines insurance via telephone, internet, and email with a focus on rounding out existing accounts.
- Customer Assistance: Handle walk-in customers as well.
- Quote Explanation: Provide an explanation of the quotes.
6. Insurance Sales Representative Roles and Responsibilities
- Sales Goal Setting: Establish goals for individual sales.
- Sales Improvement: Participate in daily sales calls to identify areas of improvement.
- Performance Reporting: Report on individual performance.
- Partnership Building: Build and form new partnerships with potential clients.
- Business Prospecting: Prospect new business through an unlimited number of agency-provided leads and referrals.
- Revenue Growth: Grow sales revenue by utilizing phone, email, and potential client lists.
- Production Targets: Meet new business production goals and objectives.
- Coverage Presentation: Present and explain insurance coverage and options based on the client's individual needs.
- Client Support: Provide customer service support to existing clients.
- Customer Outreach: Reach potential customers by using automatic dialing systems, identifying customer interest, confirming qualifications, and then transferring.
- Sales Delivery: Naturally follow a sales script, energetic and passionate.
- Goal Achievement: Set clear and achievable sales goals.
- Lead Transfer: Transfer interested, qualified sales opportunities to the company partners.
- Regulatory Compliance: Maintain compliance, adhering to strict qualification requirements.