The Management of Salesforces: The Case of Life Insurance

Abstract

Reporting on ongoing research within a major life insurance company, the difficulties in managing a salesforce are examined. Contradictions and strains created by the mode of management, particularly affecting the salesforce and customers, are explored. It is argued that a “professionalisation of selling”, brought about by a combination of strategic human resource management and government legislation (in the form of the Financial Services Act) will considerably improve the conduct and quality of selling in the future.

Citation

Morgan, G. (1990), "The Management of Salesforces: The Case of Life Insurance", Personnel Review, Vol. 19 No. 3, pp. 16-22. https://doi.org/10.1108/00483489010003767