Case Study: Large Private Life Insurance Company achieves 36% higher target achievement with SHL assessments

Life insurance agents hired using AMCAT perform 36% better

Large Private Life Insurance Company sought to improve the on-target sales performance of its agency force and engaged SHL to benchmark assessment-based hiring. SHL deployed a battery of assessments covering Logical Ability, Insurance Readiness, Sales Situation Judgment (Sales SJT), AMPI and personality traits (including Agreeableness, Polychronicity and Extraversion) to identify predictors of field sales success.

SHL administered the assessments to 146 existing agents across branch locations and correlated scores with percentage target achievement. SHL found Sales SJT, Agreeableness and Polychronicity best differentiated high performers; using SHL’s cut-offs at hiring could raise the proportion of high performers by 70% and increase mean target achievement by 36%, delivering clear revenue upside.