There’s nothing like a fresh set of eyes to prompt questions about the traditional way of doing things. So when Pete Adkins joined Transamerica’s Agency Group as president in April 2008, he had some questions about the reward and recognition programs targeted at one of the division’s sales channels, Life Investors Financial Group. First, there were 14 different programs. That seemed like a lot when Adkins considered his experience at other companies. He wanted to know: ...

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