Aims: The aim of this paper is to show the empirical relation between the insurance agents'
specified personal qualities and the efficiency of life insurance companies in thecontext of future
development perspectives, based on meta – analysis and conducted inthree domestic scientific
projects and one international.
Study Design: “Identification of talent management dissemination level in life insurance
companies”, “Identification of competency management dissemination level in life insurance
companies”, “Identification of efficiency ratios implementation level in life insurance companies”.
Place and Duration of Study: The territory of Poland and Lithuania, years 2005-2012.
Methodology: The research was conducted on the territory of Poland and Lithuania in the years
2005-2007 and 2011-2012, during the scientific project at the Higher School of Personnel
Management in Konin. The aim of the above research was to identify the most important factors
determining purchasing decisions to buy life insurance policies (Delphi method, questionnaires,
storytelling).
Results: The research sample consisted of 476 insurance agents, 232 life insurance sales
managers, and 796 clients of four biggest (referring to market shares) Polish insurance companies.
All the above participants were asked the same questions to increase research reliability. The main
factors of life insurance sales efficiency were evaluated and ranked.