But that was just the tip of the iceberg.

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Established in 2001, ING Vysya Life is the insurance wing of the ING group and is headquartered in Bangalore. It has over 5,000 in-house sales managers, 40,000 freelancing advisors selling insurance, and it also availed the services of alternate channel partners -- like banks -- to promote their products. In order to keep the freelancers motivated the company needed to come up with frequent incentive schemes, which had to be innovative and attractive.

But ING Vysya Life were not the only ones trying to do this. With so many players in the market, all selling the same products, insurance companies need to keep modeling their incentive schemes to create that difference.