ICICI Prudential Life Insurance : Sales Training Automation

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.