Řízení motivace obchodních týmů v životním pojištění

This thesis focuses on the management of sales team motivation in the specific context of life insurance. The main objective of the thesis is to formulate specific recommendations for improving the effectiveness of motivation management across three sales teams with different cultural backgrounds, based on an analysis of the current state of a selected company. The research methodology combines a questionnaire survey of insurance advisors (focused on the team’s motivational profile, perception of the manager’s approach, and cultural dimensions) with qualitative semi-structured interviews with their managers. The process involves identifying similarities and differences between the needs of advisors and managers’ approaches to motivation management in the Czech, Slovak, and Vietnamese teams. The findings reveal the specific needs of each group, which inform the subsequent recommendations, including practical and implementable tools for achieving more effective management of their motivation and performance.