Selling more, selling better: a microinsurance sales force development study

Description: 

Selling microinsurance is not easy, convincing low-income clients of the value of insurance is difficult. The challenge is compounded when sellers have no previous insurance experience or have other responsibilities in addition to selling insurance. Adequate training, incentives, and monitoring of the sales force are indispensable for selling microinsurance effectively, and ultimately extending insurance care to millions of vulnerable households. A properly trained and motivated sales force is needed to reach scale, and cost-efficient sales methods can enable microinsurance programmes to be viable. The objective of this study is to recommend strategies and tools to microinsurance providers on how to improve the performance of their sales force. This report reviews sales force development methods and processes related to recruitment, training, incentives, and monitoring. The study profiles recommended practices through in-depth case studies, and references useful tools.

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Author: 

Guarnaschelli Serena, Gill Cassar, Aparna Dalal

Published by: 

  • Other

Publisher: 

ILO

Number of pages: 

35

Rating: 

Average: 5 (1 vote)