Responsible Recruiting in Insurance Sales

A Hard Facts Measurement Approach

Abstract

Recruiting processes imply a considerable potential for waste of resources, both in general and in the insurance sales area focused here. A comprehensible measure for sustainability in sales was identified and information offers of large German insurers on job offers in the field of sales force were analysed. While the recruitment of lateral entrants has no measurable influence on sustainable sales, clear correlations between the information offered for future salespeople and sustainable results were found. In addition, a clear negative correlation between multi-level marketing and sustainable insurance sales was found.