Tao Xu / Chief Human Resources Officer
Perspectives from a life in leadership.
The latest essay
Chinese life insurers recruited agents the way they once sold policies, with an optimistic illustration and a start-of-year push. Before anyone signs an agency contract, they should see the real income distribution of agents in their second year.
Read the essayChinese life insurers recruited agents the way they once sold policies, with an optimistic illustration and a start-of-year push. Before anyone signs an agency contract, they should see the real income distribution of agents in their second year.
Forced distribution with bottom elimination remains common in Chinese financial companies. Whatever its merits elsewhere, it should never be applied to people whose job is to find and report problems, because it teaches them that accurate reporting is a risk to their careers.
Long-serving provincial general managers bring knowledge and relationships an insurer values. They also accumulate arrangements nobody else understands. A fixed tenure limit, with honest support for the families who move, protects both the branch and the leader.