OREANDA-NEWS  On 17 February was announced, that Mr. Maxim Chernin, CEO of Allianz ROSNO Life, delivered a speech at the 5th international conference "Life Insurance in Russia and CIS. Building Successful Company Development Strategy in Modern Market Conditions", organized by Marcus Evans Co. and held in Moscow on February 12 to 13.

In his speech on the topic "Methods for Motivating and Training Life Insurance Agents", Mr. Maxim Chernin presented a strategy for building a sales management system in Allianz ROSNO Life, told about the major difficulties facing the Russian insurers in the process of building agent networks and disclosed the company’s arrangements for financial and non-financial motivation of financial consultants.

"In the current crisis, we see all preconditions for the active sales growth. The Russian life insurance market is only at the beginning of its intensive development. For example, according to the general estimates, the agent channel accounts for no more than 40% of total sales in this insurance segment", notes Mr. Maxim Chernin. "In Allianz ROSNO Life, financial consultants conclude over 80% of all contracts and represent the company’s major asset and driving force. However, building a strong agent network requires massive efforts and investments. In 2008, we developed the special career ladder enabling employees to forecast their promotion in sales or sales management in case of achieving certain sales figures. We pay much attention to the clear-cut sales management process and non-financial motivation: for example, the best employees are rewarded with various training programs. Only by competently combining financial and non-financial incentives, the company can efficiently manage sales of life insurance products."