Client advisors play a critical role, not only in selling products, but also in building long-term customer relationships and strengthening the company’s position within the Swiss insurance market. In an increasingly dynamic and competitive environment, employee motivation, satisfaction, and performance have become just as important as the product offering itself. A well-designed, transparent, and performance-oriented compensation system can significantly contribute to higher motivation and quality of advice, directly influencing customer satisfaction and business success.

The thesis combines an extensive literature review with qualitative interviews conducted with client advisors, general agents, and members of the executive management at a Swiss insurance company. First, the requirements of modern compensation systems in advisory roles were analyzed and compared to the existing model. In the second phase, the interviews identified concrete needs, experiences, and areas for improvement. Based on these findings, key areas for action and recommendations for further development of the compensation model were formulated

The analysis shows that the company's current compensation system demonstrates strengths for performance-driven employees, but also reveals structural weaknesses in fostering long-term motivation, fairness, and comprehensive customer advisory services. The findings point towards several promising directions for further development: First, a greater differentiation of contract models appears useful to better address different role profiles and responsibilities. Second, a target system is recommended that more strongly supports long-term development and customer loyalty. Third, comprehensive and time-intensive customer consultations should be explicitly recognized and compensated to sustainably increase both advisor motivation and customer satisfaction. Overall, the study provides a solid foundation for how the compensation system can be further developed to ensure future viability, transparency, and balance.