Challenge

To get the raw talent from campuses (tier 2 and 3) and turn them into thorough professionals in the corporate world that include classroom training for around a month followed by on-the-job training along with these freshers.

To enhance the overall effectiveness of the participants in terms of customer management, sales, product knowledge, pitch, product portfolio explanation and target achievement.

The programme focuses not only on providing required domain knowledge but also on the enhancement of overall skills to ensure ‘first day, first hour productivity’.

Network of trainers and coaches in pan India including tier 2 and 3 cities to conduct field coaching with hired freshers.

Centum 5D Approach

To address & overcome the challenges, Centum Learning deployed its proprietary 5D approach:
icon

DEEP DIVE

  • For content development, we spoke with Young Managers of earlier batches as well as their respective managers to understand their way of working, challenges faced in both agency and Banca roles
  • We studied competency-based analysis done earlier by a leading private health insurance company
icon

DIAGNOSTIC

  • Competency-based gap analyzed
  • Product knowledge
  • Relationship management
  • Elevator pitch
  • Stakeholder management
  • Consultative selling approach
icon

DESIGN

  • Created roadmap and executed mass hiring of freshers that include college tie-ups, conducting interviews and onboarding
  • Content created to cover all competencies of both the role holders (Agency and Banca)
  • The content was designed to keep in the K (Knowledge) S (Skill) and A (Attitude) competencies with ID element with 70:30 combination (70% learning by doing and 30% the instruction/theory)
icon

DELIVER

  • Covered 100+ colleges to hire fresh talent pool and conducted interviews to hire 500+ freshers
  • During classroom training covered more than 250 YMs across India with 11 classrooms in 5 cities – Delhi, Pune, Bangalore, Kolkata and Indore
  • 21 days of rigorous classroom training was delivered by insurance SMEs which majorly cover the product knowledge, competition, selling skill (Agency and Baca covered separately) and soft skill
  • Post-training, the respective YMs were handed over to a Centum coach as their reporting manager
  • With 15 coaches Centum covered the pan India YMs
  • The coach was completely responsible for YMs performance in terms of lane mapping, customer interaction, targets etc.
  • The OJT (on-the-job-coaching) approach was used to monitor and improve YMs customer interaction (checking product knowledge, process adherence, behavioural skills)
  • The special competition was created for YMP during the OJT period to motivate YMs
  • Post OJT the respective YM was handed over to the respective sales manager
icon

DRIVE OUTPUT

  • Onboarded 500+ final year students as a YM
  • Through Young Manager Program the company was able to get not only trained but also productive manpower from day 1 of joining
  • Agency – During OJT:
    • More than 6000 face-to-face meeting was done
    • 250+ ARF collected
    • ARF Active: 50+
  • Banca:
    • More than 5000 meeting
    • Total NOP issued: 50+
    • NOP premium collected: INR 10 Lakh+
  • Centum Learning considers the full lifecycle of the freshers, from the time they join to when they become routinely billable and productive resources.
© 2024 Centum Learning Limited. All rights reserved.