What would you expect to happen if you asked your agents to sell 25 percent faster? In the case of ReliaStar Life Insurance Company, the results were outstanding. In January 1994,

ReliaStar (then called Northwestern National Life) cut its incentive travel qualification period from two years to 18 months but kept the qualification requirements the same as for its previous contest. A year and a half later, a record number of agents had qualified for the 1995 Convention and the upper-tie

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