保險團隊於業績競賽奪冠之關鍵因素

因政府推動國家經建計劃，民國50年起台灣保險業，陸續成立了第一人壽、國光人壽之後，保險業自此蓬勃發展，至今有22家保險公司，包含19家本國公司、3家外商在台分公司。因家數眾多，競爭自然激烈，各保險公司皆希望市場佔有率提升，所以在全省各地發展通訊處，每一個通訊處的團隊績效不盡相同，因此保險公司會做績效上的獎勵方案。然而，即便同一家公司訂的獎勵業績標準一樣，但不同通訊處達標人數是不一的。本研究以『保險團隊於業績競賽奪冠之關鍵因素』為題，研究冠軍團隊有哪些關鍵因素可以讓其奪冠，在回顧文獻中整理歸納出四大構面16項準則，用德爾菲專家研究法，專訪不同的保險公司及保經公司，於近三年內有奪冠或績效前三名的保險團隊領導者或主管，整理評選出影響競賽奪冠的關鍵因素有8項，包含『建立願景目標』、『啟發並關心成員』、『組織效率與人才管理』、『凝聚正向情感』、『重視目標榮耀團隊』、『彼此分享共好』、『經營管理客戶能力』，以及『定期評估與改進』。用 IPA方法去分析某保險公司甲通訊處在本研究所列的各準則之績效表現，以找出其需要優先要改善，以及需要繼續保持的關鍵因素，用此分析法去修正團隊，建立起甲通訊處難以被其他團隊超越的優勢，也期盼此研究對保險團隊及其他服務性質之行銷業務團隊有幫助，透過檢視業績奪冠之關鍵因素達到檢視及修正團隊的功能，成為高績效的冠軍隊伍。

關鍵字

團隊；競賽；冠軍；氛圍；德爾菲專家專家訪談法

並列摘要

From 1961 on, Taiwan insurance industry continually established First life insurance, GuoGuang life, the insurance industry flourished because of the national economy construction plan the government made. Today, there are 22 insurance companies. Contains 19 domestic companies. 3 branches of foreign companies in Taiwan. Due to the large number of insurance companies, the competition is naturally fierce. All insurance companies hope to increase their market share, so they develop communication offices throughout the province. The team performance of each communication office is not the same. Therefore, insurance companies will make performance incentive travel plans. Although the same company’s incentive travel performance standards are the same. However, the number of people meeting the standard varies in different communication offices. This research is titled as “The key factors for the insurance team to win the performance competition” to probe why the champion team can reach the top. I summed up four facets after reviewing literatures. There are 16 standards in this four facets. With Delphi expert research method, I interviewed various insurance companies and insurance broker companies in the industry and insurance team leader or supervisor who had a champion or reached the top 3 in the past three years. By doing so, I summarized that there were 8 key factors of influencing being the champion, including “Establish a vision goal”, “Inspire and care for members”, “Organizational efficiency and talent management”, “Cohesive positive emotion”, “Pay attention to the goal glory team”, “ Share advantages with each other”, “Operation and management customer capabilities”, “Regular evaluation and improvement”. By using the IPA method to analyze the results of each standard which A communication service of a insurance company listed in this research to find out the key factors which it needs to improve first and keep. By making use of this analysis method to modify the team and establish the advantage that the A communications office is difficult to be surpassed by other teams. I hoped that this research will be helpful for the insurance team and other service-oriented marketing teams to become a high-performance champion team by checking out the key factors of winning the championship to achieve the function of reviewing and correcting the team.