The Study Of The Influence Of Insurance Sales Team Leader's Personality To Their Team Performance

Nowadays,functional team in an organization is treated as an independent unit for the operation.Therefore,the spirit and morale of the functional teams will highly affect performance of the whole Company.How to improve team performance becomes the first priority on company agenda.They try to improve the performance of different teams by using different management tools.Insurance industry as we know,the company survival is based on the inflow premium.They rely on how much premium inflow as a measure on the success of the insurance company.The collection of premium is based on the effort of every single insurance agent on each sales team.As a result,their performance will be directly affected the success of the insurance company.In order to build up a profitable and effective insurance sales team,we have to set up a motivating system to improve the working morale.Insurance agents in a sales team will base on this motivation/reward system to make their performance.Every insurance company has her own vision.The fulfillment on the vision highly depends on the result and performance of the insurance sales team.The contribution from a stable and effective sales team is not only leading profit to shareholders and clients but also supporting the long term mission of the insurance Company.Being an insurance sales agent is not a easy.This career is challenging and requiring a high EQ professional person.Insurance team leaders always found the recruiting and selection of right candidates not easy.Even the new members are on board,they have to train them up,give them motivation and knowledge.The success of an insurance agent depends on how the leader lead him on job.Leadership is always the most important issue in building up a high performance team.Insurance sales team leaders have to responsible for the business result.They have to take care on the performance and result of their downlines.Their performance is directly affect on how success of the company.Each sales team has their own team target to achieve.Team leader's decision making and ability determine his target achievement.However,The personality of the team leader is the root of his success.This study is based on 108 insurance team leaders in Hong Kong.They are coming from AIA Insurance Company,Ageas Insurance Company and Prudential Insurance Company.By using the MBTI Test,we analyst the different team leader characters against their team performance.The study is separated into 4 sessions.Session 1 is the abstract.We set up the aim of this study and introduce the current similar studies taken place in China and other countries.We also discuss the study content and the study method.Session 2 is the introduction of MBTI Test.We discuss the development of MBTI Test and its application.Success cases are also studied in China and other countries.Session 3 is the analyst of selected team leaders' personality by using the MBTI test.In this session,we will analyst the correlation between the MBTI test results of different type leaders against their team performance.The content of the MBTI test and its methodology are also discussed.Session 4 is based on result of session 3.We conclude the MBTI Test result of these insurance team leaders.We give idea on how to improve their team performance by either changing their personal characters or recruiting the right candidates to their team.MBTI test result suggest insurance company how to recruit right team leaders,and how their team member and leader can be in perfect match.As a result on this proper arrangement,the insurance company can improve her performance.