ICICI Prudential Life Insurance : Sales Training Automation

Using IT to Train a sales team of 20,000 employees and 4 lakh entrepreneurs-insurance advisors

Monday, June 01, 2009

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Sales Training is a 500 member team catering to the Sales (20,000 employees + 4L entrepreneurs-insurance advisors) & Agency Development (120 employees) team of ICICI Prudential Life Insurance for training delivery based on KASH (Knowledge Attitude Skills Habits) training modules. The organization needed to measure, monitor and evaluate the training delivered for its coverage and scope, training inputs, cost optimization, training delivery, man days, etc. The employee trainers had to perform minimum 15 days training delivery but still the organization observed that many locations were utilizing external consultant trainers (paid Rs 850 per training delivery day) and their own training man days were less than 6. The company realized that as they were unable to monitor & measure the utilization of employee trainer man days to the utmost, the expense on external trainers was getting higher.

The other problem was the TMS they already had in place that used to capture the training delivered for only specific training modules and had quite a few limitations. As a result Sales Training Automation (STA) was initiated by the Sales Training team & very well delivered by the IT team. The STA has all the provisions that the company could think of post all successful UATs done. Administration Module is exclusively used for central sales training operations such as: Create/Edit Trainer: Employee Trainer/Consultant Trainer (an advisor delivering training); Create/Edit Training Program: Basis Participant Type & Sales Vertical – Multiples choice can be used for one training program; Set Parameters: Training Programs, Certifications; Expense Matrix upload: Cost of each expense head well categorized for each location type (category A/B/C) & for each training program.

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