Insurance Sales & Distribution Technology Insights

Technology has provided insurers with new digital communication and distribution channels, placing the customer at the centre of the insurance sales process. 

Trends towards customer self-service are simplifying insurance sales and reducing reliance on in-person visits (particularly since the coronavirus pandemic). Moreover, greater cost awareness among insureds is changing the way customers shop for policies and driving competition for price, leading to an overall decline in margins. 

Artificial intelligence and predictive analytics are increasingly deployed by sales teams to maximize revenue by recommending upsell and cross-sell opportunities to customers based on thousands of data points from demographic profiles, claims experience, fitness scores from wearables, and more. Other trends include inexpensive robo-advisers that can sell new policies with little to no human intervention.