Financial sales associates in the light of the Team Role survey

Abstract

THE AIM OF THE PAPER

The basic purpose of my essay is the construction of a team role for financial sales associates via the Belbin Team Role survey facilitating the selection and the motivation of the best candidates for sales personnel in the financial and insurance sector of the national economy.

METHODOLOGY

The inquiry focused on the personal features of financial sales associates working in banks, insurance companies, residential savings, financial consultancy firms, factor and leasing firms, savings banks, and stock brokerages. I opted for the on-line version of the questionnaires. Instead of random sampling I followed the snowball principle as actual sample members recruited future participants for the sampling process. The collected data was analyzed and evaluated by excel program. The average of the sample was established from various aspects along with the use of frequency and distribution ratios.

MOST IMPORTANT RESULTS

The majority of the financial sales associates belong to the Implementer type (26% of the full sample). Furthermore the Teamworker and Resource investigator category achieves high scores with 19% and 15% respectively. The respective ranking represents 60% of the sample. Respondents participating in the research achieved higher than 18 points in also these three categories of the Belbin questionnaire. The top three types are Implementer (19,60) Team worker (18,78), and Resource investigator (18,62).

RECOMMENDATIONS

The selection and the motivation of financial sales personnel should also utilize the Belbin type team membership questionnaire. The following categories and traits should be regarded necessary and positive, but not sufficient hiring criteria: Implementer, Teamworker, Resource investigator.