분위회귀모델을 이용한 보험설계사의 연령과 영업성과 분석

As the age of insurance planners get older, sales performance decreases, and the need for countermeasures are being raised. In this study, we analyze the relationship between age and sales performance by using insurance agents' survey data from a life insurance company in S. Korea. The sales performance of insurance planners was measured by the number of new contracts, and the relationship between sales activity hours, number of business activities, number of customers held, and customer management expenses besides age was identified. In the negative binomial regression analysis using the explanatory variables used in previous research, an inverse U-shaped relationship was found, in which sales performance declined as age increased, as in previous studies. However, we could not find statistically significant evidence to verify the inverted U-shaped relationship between age and performance with the addition of sales competency factors. As a result of quantile regression analysis by dividing the planners into three groups based on the number of new contracts, the inverse U-shaped relationship was not observed in productivity according to age. In addition, the factors that affect the sales performance of planners were found to be different by sales performance quintile. In the low-performed group (25% quantile), the physical labor input, such as sales activity time, affects the performance. However, in the high-performed group (75% quantile), the number of sales activities and customer relationship management, such as customer management expenses, affect the performance. These results show that the influencing factors differ between the low performance and high performance groups. The results also show that knowledge and customer management capabilities can compensate for decreased physical activity due to aging.