ACQUIRING, MOTIVATION AND ANALYSIS OF SUCCESSFULNESS OF INSURANCE AGENTS IN ADRIATIC SLOVENICA INSURANCE COMPANY, LTD.

Pridobivanje kvalitetnega kadra - zavarovalnega zastopnika in motiviranost je za učinkovito storilnost bistvenega pomena. Pri tem gre za vprašanje, ali so ljudje svojemu delu predani, in v kolikšni meri si prizadevajo doseči zastavljene cilje, pa čeprav so ti še tako majhni, na primer želja po večjem zaslužku ali po zgodnejšem odhodu iz službe, itd. Pojem motivacije se pogosto zdi skrivnosten, v resnici pa je nenavadno preprost, saj zadeva vprašanji, kako ravnati z ljudmi in kako doseči, da bi bili sami z delom zadovoljni. Odličnost in nadpovprečne rezultate bo podjetje doseglo le z visoko motiviranimi kadri, ki bodo v svojem razvoju in razvoju organizacije videli možnost zadovoljevanja svojih osebnih in skupnih ciljev. Če bodo zavarovalni zastopniki ustrezno motivirani za svoje delo, bomo tako povečali njihovo produktivnost, zadovoljstvo, zmanjšali stroške poslovanja, izostanke od dela ter tako vplivali na izboljšano poslovanje celotnega podjetja. Naloga vodij je torej, da ugotovijo, kateri motivacijski dejavniki, glede na različno strukturo zavarovalnih zastopnikov, prevladujejo v podjetju in jih učinkovito uporabijo za povečanje motivacije zavarovalnih zastopnikov. Pomembno je, da z motivacijskimi ukrepi usmerjamo vedenje zavarovalnih zastopnikov v doseganje ciljev podjetja. Ob tem pa je treba upoštevati, da je motivacija proces, ki ni nikoli končan. Tako je treba motivacijski mehanizem, ki je v podjetju vzpostavljen, stalno preverjati, prilagajati in spreminjati. Motivacijski dejavniki za delo se namreč nenehno spreminjajo, poleg tega pa so tudi različni za različne ljudi ali skupine ljudi. Zato je potrebno vse skozi analizirati uspešnost motiviranja. S pravo kombinacijo motivacijskih dejavnikov ter mehanizmov lahko dosežemo pri zavarovalnih zastopnikih visoko stopnjo motivacije, kar bo pripomoglo k večji zagnanosti in kreativnosti ter povečanju zadovoljstva vsakega posameznika in s tem tudi k uspešnejšemu poslovanju celotnega podjetja.Acquiring skilled workers - insurance agents and motivation is of essential significance for efficient productiveness. This raises the question whether people have a liking for their work and to what extent they endeavour to realize the appointed objectives, although they maj be as low as the desire for higher income or leaving one s working post earlier. The notion »Motivation« frequently appears mysterious, but in reality it is an unusually plain one concerning the question in what way to treat people at work and how to achieve their job satisfaction. Distinction and more than average result of a company will be achieved only by highly motivated workers (cadres), that will be aware of possibility to suit their own and common requirements in their own as well as in the development of the whole organization. Corresponding insurance agents motivation for their work will intensify their productivity, satisfaction just as it will lower operating costs, absenteeism in this way exert influence on better operation of a company. Thus the leaders task in to find out what motivational factors regarding various structure of insurance agents are predominant in a company and to make efficient use of them for the employees motivation. It is of great importance to maintain insurance agents professional demeanour by motivational measures and to orientate it towards a company objectives. Furthermore it is necessary to take into consideration that motivation is a never-ending process. That is why the motivational mechanism restored in a company needs continuous checking, adapting and changing. Motivational work factors are the subject of constant changes, beside that they vary for different people of groups. That´s the reason for regular analysis of efficiency of motivation. By a proper combination of motivational factors and mechanisms it is possible to achieve high motivational level of insurance agents which will be of great contribution to higher zeal, creativity and satisfaction of each individual and more successful operation of the whole company