Impact of Employees Capability Affecting the Growth of Life Insurance Business. A Critical Literature Review

Abstract

Purpose:  The insurance industry continues to experience various challenges, key among them the poor public perception, which has led to low penetration level. The overall objective of this study was to assess examine impact of employee’s capability affecting the growth of life insurance business. Methodology: The paper used a desk study review methodology where relevant empirical literature was reviewed to identify main themes and to extract knowledge gaps. Findings: The study concluded that professional training of life insurance sales staff was lacking in the industry. This implies that a lot needs to be done by the management of life insurance firms in ensuring proper training of sales staff. Lack of professionalism has also been indicated by the study as a contributor to unethical dealings with life insurance customers. Unique Contribution to Theory, Policy and Practice: The study recommends that insurers must sensitize its members on the best training opportunities to ensure that the services offered to the life insurance clients by the sales staff are value adding and in the best possible way.