I was told on a regular basis... "Do whatever it takes to sell new business, but don't cross the line." The "mysterious line," however, eluded definition from anyone in management. After two successful years I noticed a pattern and it seemed to happen when I was at 90-95% of my sales goal, and always on the last few important cases of the year.
The underwriter, to whom our office reported, would "turn the faucet off... and I mean completely off!" I would present case after case. Good cases! Profitable - field-underwritten cases, only to be told "no." No explanation - Just, "no."
After speaking with a colleague about this I finally discovered the problem. Apparently "the infamous line" I wasn't supposed to cross, included providing monetary incentives to my underwriter. I was shocked and sickened. I didn't think this type of practice could exist in such a heavily regulated industry.
After bringing this to my Regional Manager's attention everything changed overnight. Believe it or not, he was more concerned about "who told me" than he was about the fact that it was actually going on right under his nose. Hmmmm I still wonder why?
In less than two weeks I was asked to resign. They also refused to pay me $5,300 in earned commission for the same month. I was glad to part company, but disenchanted and disappointed to say the least. My morals and values and this corporate culture were not compatible!
