Management of sale personnel performance: A longitudinal study of life insurance industry

Sales personnel development by performance management has become a matter of great concern in all developed and developing countries all over the world. This paper is an attempt to assess the impact of performance management on the development of sales personnel in life insurance industry. The study is based on a sample of leading insurance company selected from the population of Indian insurance industry that is Life Insurance Corporation (LIC) of India. Using structured content analysis, I have collected longitudinal data over the period of January 2010 to November 2012. Convenience sampling was used and the sample size is 100. For primary data 100 samples respondents were given questionnaires out of which 90 sample respondents had returned it that out of these 60 questionnaires have been taken up for analysis. My empirical result shows that performance management can lead to higher level of sales personnel development