Responsible Recruiting in Insurance Sales

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. Sustainability in recruiting in generalAccording to a recent survey of 1004 employees, 19% are acutely looking for a job with better pay and 9% are looking for a job with a better work-life balance (ManpowerGroup Deutschland, 2019). But which company actually gives this information in a job advertisement or a career homepage? To anticipate the result: Not a single one of the 30 companies surveyed has mentioned a specific salary. The lack of this single piece of information alone must lead to thousands of false expectations.