The document outlines challenges in training sales managers, agents, and trainers in the life insurance business and proposes an "Amazing Solution". It identifies problems such as high attrition of sales managers, untrained agents selling improperly, and trainers lacking skills. The solution proposes comprehensive certification programs for sales managers, agents, trainers, and content developers to standardize training according to business objectives and guarantee agent sales skills. The goal is to increase productivity and reduce costs associated with high turnover.

1. Presents
Amazing
Solution
For Life Insurance Business

2. Lets review the Current Challenges
Getting Sales Managers –
Recruitment is A BIG Challenge
Scarcity of Trained Manpower
All Consultants are sending the
same CVs
Average CTC Rs 2 – 3 Lac
You pay Consultants 8.33 to 10%
of CTC = Rs 20,000 to Rs 30,000

3. Lets review the Current Challenges
New Sales Managers need to put
immediate Business – no Time to
Train them on
– PRODUCTS
– OPS PROCESS
– SELLING SKILLS &
– MANAGERIAL SKILLS to perform
according to expectation

4. Lets review the Current Challenges
Result
- Unable to Understand the Business Model
- Unable to Recruit AGENTS
- Handful of untrained AGENTS
- Meeting SALES NUMBERS through
MISSELLING
- Breaking all COMPLIANCE norms
- Ultimately changing Jobs
- Your LOSS = Consultant Fees + Few
Months Salary = Rs 130,000

5. Lets review the Current Challenges
Sales Managers View Point
Constant worry – “it is difficult for ME
to get AGENTS”
• They try to explore their NATURAL
MARKET – cannot explain the
Business Opportunity properly
• They give Ads to News Paper
• They try to approach even the
existing Customers to become their
Agent

6. Lets review the Current Challenges
The BIGGEST PROBLEM of the Life
Insurance Industry
New AGENTS are not TRAINED on
SELLING SKILLS
They take Shortcut to
MISSELL
Breaking the COMPLIANCE

7. Lets review the Current Challenges
Agents are only TRAINED on
PRODUCTS ……..
Sales Managers THINK – it is a
WASTEAGE of TIME – if they send
their AGENT for TRAINING
Because after training they do not
find any SIGNIFICANT CAHNGE in
the AGENTS SELLING SKILL Level

8. Lets review the Current Challenges
For a SIGNIFICANT CAHNGE in the
AGENTS SELLING SKILL Level …..
The TRAINERS TRAINING SKILL is
RESPONSIBLE ….
1. To TRANSFER LEARNING
2. To RETAIN LEARNING
3. To RE-CALL LEARNING
The TRAINING CONTENT – SHOULD
GUIDE the AGENT to Learn New Selling
Skills Step by step

9. Lets review the Current Challenges
Trainers are not adequately
TRAINED on ….
1. INSTRUCTIONAL SYSTEM DESIGN
( Robert Mager’s Model, BLOOM’S
TAXONOMY , ADDIE Model )
2. Trainers are not TRAINED on
FACILITATION & PRESENTATION
SKILLS ( Robert Gagne’s Model )

10. Lets review the Current Challenges
1. Trainers cannot make effective IMPACT –
because the TRAINING CONTENT
(Training Program ) need a
INSTRUCTIONAL SYSTEM DESIGN
based approach
2. TRAINING CONTENT TEAM need to
understand Companies Current Year
BUSINESS OBJECTIVE & DESIGN
TRAINING CONTENT based on ISD to
enhance AGENTS PRODUCTIVITY &
ACTIVISATION

11. Summary of ALL the Challenges
1. Recruitment of Sales Managers
2. Getting a Sales Manager Trained on
Managerial Skill
3. Getting New Trained Agents
4. Agents need to be Trained on SELLING
SKILLS
5. Trainers need to be Trained on
Facilitation & Presentation Skills
6. The Training Content Team need to be trained on
Instructional System Design of Content making &
Motivational Videos

12. Shareholders Capital impact
Drainage for a single Sales manager is around Rs 130,000
If you have 1000 Sales Managers with 50% attrition – Impact
is Rs 6.5 Cr
If you have 2000 Sales Managers with 60% attrition – Impact
is Rs 15.6 Cr
+
1. Loss of Time to Train up – both Sales Managers & Trainers

13. How Do YOU
Train The Talent
To get MORE

14. Attack the of the Problem
For example – When somebody join the CAR DRIVING SCHOOL –
after 14 days of TRAINING –
it is GUARANTEED –
that the PERSON can DRIVE A CAR
Can the PRESENT TRAINING STRUCTURE –
GUARANTEE ???
that the AGENT can DRIVE A SALE
The TRAINING - need to be based on
INSTRUCTIONAL SYSTEM DESIGN – which
GUARANTEE the RESULT

15. Attack the of the Problem
You get
CONTENT TEAM - Certified on
INSTRUCTIONAL DESIGN
Amazing You get
Solution TRAINERS - Certified on
FACILITATION & PRESENTATION
SKILL
You get
Amazing
AGENTS - Certified on
EMERALD SELLING SKILL
You get Solution
SALES MANAGERS - Certified on
MANAGEMENT SKILLS

16. Amazing Solution
Training Content Training Content
According to Team trained
Start
Business Objective In Instructional Design
All Sales Managers Trainer trained
End Are trained on on Facilitation &
BUSINESS SKILLS Presentation Skill
All Sales Managers All Agents are
Are trained on Trained on
MANAGEMENT SKILLS SELLING SKILLS

17. Amazing Solution
Build Training Content According to
Business Objective
All Companies want per Agent Productivity
This means each Agent should be trained on “ How to Sell
Life Insurance Policy”
The Content should be helping the Agent to develop the
Selling Competency
Amazing Solution : We TRAIN the Content Team

18. Amazing Solution
We Certify the Training Content Team on ….
• Instructional System Design
• Cognitive Learning
• Blooms Taxonomy
• ADDIE Model
• Flash Presentation
• Quiz Maker
• Online Presentation Skill
• Video Presentation Skill
• Creating Motivational Video
• Creating Newsletter
• E-Learning – Learning Management System
• Training Management System
• Flip-Books – Sales Presenter for Agents

19. Amazing Solution
Trainers Certified on
Professional Training & development
• Learn Bloom’s Taxonomy
• Robert Gagne’s 9 Step
• DAT Model
• Cognitive Learning
• Androgogy & Pedagogy
• Training Games & De-briefing
• Assessment Intervention
• Business Presentation Skill– HNI & Banc assurance

20. Amazing Solution
All Agents are Certified on
EMERALD SELLING SKILLS …..
•EMERALD W A Y – Selling SKILL
• Prospecting – Database Management
• How to do TELE-CALLING
• Ready-made NEED ANALYSIS
• Presenting a SOLUTION
• How to explain the Investor Guide
• ExpArt Objection Handling
• QUIK – CLOSING
• Importance of Dox & Compliance
• Policy Servicing
• After Sales Service Strategies

21. Amazing Solution
All Sales Managers are Certified on
Business Management & Agency Development
/ Alternate Channel Development
• Recruitment & AGENCY GRID / Channel Management
• Channel Relationship
• Concept of MAP – A – DAY of an Agent
• How to distribute TARGET
• How to do ACP ( Area Coverage Plan )
• How to MONITOR the ACTIVITY of the Agent
• How to MONITOR the TAT of the Sales Cycle
• How to ENSURE – CALL MANAGEMENT
• How to MOTIVATE the Team
• How to hold a COACHING SESSION
• How to MAINTAIN COMPLIANCE

22. Amazing Solution
So …..
You get SALES
MANAGERS Certified
You get AGENTS You get TRAINERS
on Business
Certified on EMERALD Certified on Professional
Management & Agency /
Selling Skills Training & Development
Alternate Channel
Development
You get CONTENT
We do CONSTANT
DEVELOPERS Certified
ASSESSMENT to give
on INSTRUCTIONAL
you FEEDBACK
SYSTEM DESIGN

23. Amazing Solution
• Run a • In a • See the
PILOT Particular RESULT
Region
SALES
AGENTS TRAINERS
MANAGERS
Development Development
Development
• Implement
PAN
INDIA
CONTENT
DEVELOPERS
Development

24. Summary of Services Offered
For Trainers
• Trainers Certification on Professional Training & Development
• Training Content Developers Certification on Instruction System Design
1. These Courses can be spread over months
2. Can be used as a Retention Tool for Performing Trainers
3. Can be a part of the RnR Program
4. A Practical Development Program relating to Business Objectives
5. You can decide these Programs as a Full Day Module or a 4 Hour Module

25. Summary of Services Offered
For Sales Managers
• Sales Managers Certification on Business Management
&
Agency Development / Alternate Channel Development
1. These Courses can be spread over months
2. Can be used as a Retention Tool for Performing Trainers
3. Can be a part of the RnR Program
4. A Practical Development Program relating to Business Objectives
5. You can decide these Programs as a Full Day Module or a 4 Hour Module

26. Summary of Services Offered
For Agents
• New Agents Induction Certification on Financial Market Basics , Unit Link
certification , AML , Customer Segmentation & Selling Tips
• Existing Agents Certification on EMERALD Sales Process , Business Planning
Goal Setting , Prospecting , EMERALD Need Identification , Sales
Presentation , Objection Handling , Negotiation , Closing , Importance of
Documentation , Policy Delivery Servicing & After Sales Service
• Performing & MDRT Agents Certification on Wealth Management Program ,
Portfolio Analysis , MWPA , Employer & Employee & HNI positioning
• In-Active Agents Revival Program – Back to Business

27. Summary of Out-Sourcing Services Offered
Profit from Out-Sourcing …..
• Training Process Out-Sourcing – Full or Partial or on Channel basis
• Training Content Development Out-Sourcing – Sales , Leadership & MDP
• E-Learning Out-Sourcing for continuous updating on Product & Process
• 50 Hours of IRDA online MOCK TEST Out-Sourcing for Higher Percentage of
Pass-out
• M-Learning for Continuous Assessment on-the-move – Mobile Phone
Application

28. Amazing Solution
Visit : www.trainthetalent.com
Training – A Strategy to Differentiate