Case Studies

The client is a leading insurance and finance institute of India. The institute develops high-caliber young professionals who play a crucial role in the growing insurance industry in India. The client wanted an elearning course to help insurance advisors enhance their selling skills. The institute has students from different strata of society. It wanted to provide a challenging learning environment to produce market-oriented and dynamic salesmen, capable of handling any selling assignment.

Business Need
The institute wanted to add to its portal of products. It identified the Internet as an arena for unlimited training growth. It wanted to leverage its vast insurance sales training experience and reach out to a larger canvas of learners without being restricted to the students who enroll in their institute. The institute decided to implement an elearning course for the insurance sales advisors of the major insurance companies in India. This initiative included the following:

• Create a standalone elearning module on insurance sales process
• Use a proven sales process methodology to train insurance advisors to use the sales process tools scientifically
• Design a curriculum to cater to the growing need for a scientific approach to selling life insurance
• Link this course to a certification for insurance advisors
• Related sales exercise to market this product to the leading insurance companies

The challenge was to create a training module that would provide sales strategies (skills that people believe can be acquired only with experience) to learners at a reasonable pace. The expertise available with the client in terms of books and learner manuals had to be developed into an effective online training module.

Kern's Solution
The solution consisted of the following steps:

• Kern conducted in-depth requirements analysis in conjunction with the client about the audience. This involved understanding the learner profile, their demographics and psychographics, work experience, market potential, and training environment.
• Kern captured these requirements and prepared a detailed design document assigning weightage to each module and deciding the proportion of theory and practice for each module.
• Kern then started storyboarding, creating wire frames in line with the design requirements. Our writers interfaced with the SME to integrate real-life scenarios and examples in the storyboard.
• To aid development, Kern provided complete and detailed visualization of each module in PowerPoint including flowcharts, diagrams, and graphic ideas along with detailed notes to GD and constructor about animation ideas.
• Kern was involved through the development and construction process with the Kern representative being there on client site during this process
• Finally, Kern tested the final constructed course before it was deployed.

Response from the Client
The client was very happy with the skills and support provided by Kern all the way from content creation to the deployment of the final product. Currently, the client is planning to add many more products to its WBT portfolio with the support of Kern.