保險業高績效從業人員職能之研究： 以南山人壽高資會為例

由於客戶需求的變化，資訊傳遞速度的加快及外部競爭環境的急遽變化，保險業面臨了國內和國際市場的雙重壓力。保險業的高績效從業人員擁有專業的技術、掌握了企業的關鍵性資源，是掌握保險業核心競爭力的關鍵性因素。高績效從業人員為保險業組織發展流程之中核心競爭力的關鍵性因素，高績效從業人員的流失將會對保險業造成相當大的損失。如何有效地開發和管理人力資源來激發人才的潛力，激勵企業高績效從業人員的意願、自主性和創造性，從而提升企業的核心競爭力，是決定企業成敗與否的關鍵。團隊不僅是保險公司重要的一部分，而且是保險公司提升市場競爭力的關鍵，如何打造一支高績效從業人員是每家保險公司所面臨的重要課題。本研究以南山人壽高資會高績效從業人員為例，做質化的研究，預計藉由此個案提出建構和管理保險業高績效從業人員的建議。

關鍵字

保險業；高績效從業人員；人力資源功能；企業績效

並列摘要

The changes in customer needs, the speed of information transmission, and the tremendous changes in the external competitive environment, the insurance industry is facing the dual pressures in the domestic and international markets. The high-performance employees in the insurance industry possess professional skills and master the key resources of the enterprise, which are the key factors to form the core competitiveness of the insurance industry. High-performance practitioners are a key factor in the formation of core competitiveness in the organization development process of the insurance companies. The loss of high-performance practitioners will cause considerable losses to the insurance industry. How to develop and manage human resources to stimulate the potential of talents effectively, encourage the willingness, autonomy and creativity of high-performance employees in enterprises, and enhance the core competitiveness of enterprises is the key to the success or failure of the enterprises. The team is not only an important part of the insurance company, but also the key to the company's market competitiveness. How to create a high-performance employee is an important issue facing every insurance company. On the basis of consulting a large number of relevant literature on the team and studying the characteristics of the insurance industry, this study uses the high-performance practitioners of Nanshan Life Insurance Association as an example to conduct the qualitative research, aiming to construct a characteristic model of high-performance practitioners in the insurance industry. In order to provide the relevant theoretical guidance and strategic suggestions for the construction and management of high-performance practitioners in the insurance industry. Based on the conclusions of this study, this study revises the characteristics of high-performance practitioners in the insurance industry, and proposes the construction and management of high-performance practitioners in the insurance industry accordingly. First, the construction and management of high-performance practitioners in the insurance industry should mainly Start by transforming leadership style, improving high-performance management standards, enhancing target management capabilities, creating a good team atmosphere, and improving training systems. Secondly, to achieve high satisfaction among members of the insurance marketing team, team managers must strive to cultivate the good relationships among team members in daily management, create a good team atmosphere, and develop the training systems that focus on training effects and meet the actual needs of different employees. To achieve the high performance goals of the team practitioners, in addition to creating a good team atmosphere, managers must adopt a leadership style that emphasizes task achievement and improve performance management standards. Different management strategies must be adopted for the realization of the high satisfaction and the achievement of high goals for employees with different personality characteristics.