Company-Wide Training in Retail Assets Products

Business Objective TrainingCentral’s client is a leading NBFC of AUM over Rs. 90 billion and branch network of over 150 branch country-wide, with offerings spanning almost Retail Assets and Financial Services. Loan against Gold is a primary product. As part of the product expansion, the company plans to introduce get into diversified retail products.Products proposed include Retail Loan (Personal, Home, LAP, Business Instalment & Vehicle), Insurance (Life, Health & Vehicle, besides Credit Guarantee Insurance) and Financial Services (CPP, MFs & Corp. FDs)An important step in introduction of multiple retail asset products was the training of the branch network, right from the middle-management to front-line Executives that sell and support the products. Monitoring of training efficacy was important to assess preparedness of internal channels to deliver the products to its customers. Approach TrainingCentral designed a program using the Train-the-trainer approach. The following were the components of the modelMaterial

• Classroom training material design for all 12 Retail products covering concepts and company-specific product training. Material included –
  • Trainer’s guide to ensure uniform coverage of content by all trainers
  • Participant guide with a simple design for the junior-most Sales Executive
  • Power-point presentations to anchor the training session.

• Online tests for each product with concept-level and company-specific question banks
  • Complex question bank for Circle Managers
  • Product-oriented simpler question bank for test for Sales Executives

• Training modules to be made modular so that the Circle Managers could schedule product training asynchronously.

Training Methodology

• Two-tiered training to ensure full coverage across the Company –
  • Train-the-trainer sessions for Circle Managers by TrainingCentral faculty across regions
  • Second level training by Circle Managers to Sales Executives in cities
• Mandatory training assessment on TrainingCentral online platform at important milestones for both segments

Target Audience All Branch personnel and the complete sales hierarchy Duration

• 2-3 days across products

• Tests (30 minutes) for Circle Managers

• Tests (30 minutes) for Sales Executives

About TrainingCentral Solutions TrainingCentral Solutions Private Limited is an organisation focused on design and development of solutions in the Banking, Finance and Insurance domain. For the NBFC domain and in Retail Asset products, TrainingCentral has designed and developed programs delivered at nation-wide basis. TrainingCentral’s role has been end-to-end in these assignments – standardising content and then delivering it across the country at customer locations – through Instructor-led classroom training or via TrainingCentral’s powerful online training platforms.TrainingCentral’s NBFC clients are Reliance Consumer Finance and Capital First. Our BFSI IT clients include Polaris, Fiserv, Vayana, Accenture and others.