Successfully solving an insurance sales challenge in India using 

 Learning LaunchPad Tool 

 1 . Challenge : Hi this is a real life challenge I have faced & successfully applied Design 

 Thinking Approach to solve the same . I am based out of India & work as National Cluster   Sales Head in an Insurance company in India . 

 Challenge faced was to empower sales team at my organization ( an insurance   company ) to see abundance of prospects & opportunities around their workplace &   empower them to engage with these prospects in an efficient manner so they can   achieve their monthly insurance policies login targets on a month on month basis . The   current scenario of going from door to door to sell insurance policies does n’t help them   since the industry is highly competitive & most of the households apprarently have   already bought an insurance policy or do n’t trust an insurance sales man due to past   bad experiences with the policies bought . 

 2 . Selection : The Design Tool Selected by me was the Learning Launchpad since it gives 

 me handon understanding of the real challenge & get a grip on the insights live rather   than ideating & brainstorming in closed cabin walls . 

 The way I applied this design thinking tool is - After having conducted some initial branch   research & interactions with customers & sales people , it was noted that the real   problem does n’t lie in the product . However the problem lied at 3 levels ; 

 a. The fundamental belief of sales person that insurance can be sold & there would be 

 buyers of the policy . 

 b. Availability of potential prospects to pitch the insurance policies .    c. Find a way to connect & engage with customers given that majority of customers do n’t 

 want to listen to an insurance sales pitch or receive any calls from an insurance sales   man . 

 3 . Application : 

 To address the above findings & challenges , I took a simple 3 step approach basis my   research & personal work conducted . 

 1st Step – I created a myth buster pitch to bust the myth that INDIAN households have   bought adequate insurance cover for themselves & their families . The research   suggested that only 15 % of Indian Population is adequately covered & the rest are   simply unaware of their need for insurance . – This pitch helped my sales team boost up   their confidence multifold & they created a very strong belief in the insurance industry . 

 2nd Step – To help sales team solve the problem of prospecting & making them aware of   existing untapped opportunities in an easy manner – I conducted a simple workshop   where I made them list down their friends & families names & the places they all work &   then asked them if they can reach out to them & through their help connect with their HR   Heads / or Respective company decision makers to allow them to make an awareness 

 pitch about insurance need without getting into any product presentation or pushing the   product . – 4 out of 10 people got this done successfully with them securing an   appointment from 4 different corporates who agreed to conduct an awareness session .   Though each of these awareness sessions , on an average 60 - 70 prospects were   touched based with ( an average sales man would be able to connect with only 15   prospects all through the month ) – 70 prospects is 4 times higher their monthly average   prospect base . This itself gave them lot of booster & confidence . 

 3rd Step – Once connected with the prospects , the sales guys counseled the prospects   on overall insurance needs & myths for the family bread earner rather than pushing a   sales pitch . – This move was highly appreciated & the prospects gave feedbacks that we   are the first insurance company to listen to them rather than us trying to sell a product to   them . This gave sales guys even further boostup & confidence level to reach out talk to   a prospect went up multifold & as per a survey conducted , 80 % of sales guys now   became confident than before to connect to a prospect & engage . 

 4 . Insight : My insight from application of Learning Launchpad Tool is that to solve a 

 challenge one needs to move step by step with lot of patience & perseverance & one   needs to set an example through demonstration till such time the experiment is nt   completely successful . All through this approach , I was standing personally with my   sales team & demonstrating them how things can be done rather than only instructing   them how to do things . 

 Once the confidence of sales team started going up more & more believers started to   emerge since sales team was able to see success right in front of them & then we would   felicitate the achievers in front of the entire team which would inspire others also to   adaopt the new way of conducting insurance sales . So the learning here was that one   must find the right horses to bet upon & ensure the horses win . In this case the 4 sales   guys who turned out to be the initial believers were the ones on whom I banked upon to   create a success story out of the experiment . From there now the rub off effect has   started . 

 5 . Approach : Something that I would do differently next time is possibly capture more of 

 customer testimonials through videos & showcase the same at other branches rather   than only felicitating the sales achievers . The customer testimonial always supercedes   any other form of confirmation & would help me achieve my results much faster than   other approaches . So this is a key learning which I carry along & I would want to use   next time when I conduct any other Learning LaunchPad experiment . 


EMAIL: 
ID_NUM: 
NAME_STUDENT: 
PHONE_NUM: 
STREET_ADDRESS: 
URL_PERSONAL: 
USERNAME: 

### Task: You are a PII (Personal Identity Information) Detection. Given a essays written by students, you have to identify ONLY the following:
NAME_STUDENT - The full or partial name of a student that is not necessarily the author of the essay. This excludes instructors, authors, and other person names.
EMAIL - A student’s email address.
USERNAME - A student's username on any platform.
ID_NUM - A number or sequence of characters that could be used to identify a student, such as a student ID or a social security number.
PHONE_NUM - A phone number associated with a student.
URL_PERSONAL - A URL that might be used to identify a student.
STREET_ADDRESS - A full or partial street address that is associated with the student, such as their home address.
### Input: Successfully solving an insurance sales challenge in India using 

 Learning LaunchPad Tool 

 1 . Challenge : Hi this is a real life challenge I have faced & successfully applied Design 

 Thinking Approach to solve the same . I am based out of India & work as National Cluster   Sales Head in an Insurance company in India . 

 Challenge faced was to empower sales team at my organization ( an insurance   company ) to see abundance of prospects & opportunities around their workplace &   empower them to engage with these prospects in an efficient manner so they can   achieve their monthly insurance policies login targets on a month on month basis . The   current scenario of going from door to door to sell insurance policies does n’t help them   since the industry is highly competitive & most of the households apprarently have   already bought an insurance policy or do n’t trust an insurance sales man due to past   bad experiences with the policies bought . 

 2 . Selection : The Design Tool Selected by me was the Learning Launchpad since it gives 

 me handon understanding of the real challenge & get a grip on the insights live rather   than ideating & brainstorming in closed cabin walls . 

 The way I applied this design thinking tool is - After having conducted some initial branch   research & interactions with customers & sales people , it was noted that the real   problem does n’t lie in the product . However the problem lied at 3 levels ; 

 a. The fundamental belief of sales person that insurance can be sold & there would be 

 buyers of the policy . 

 b. Availability of potential prospects to pitch the insurance policies .    c. Find a way to connect & engage with customers given that majority of customers do n’t 

 want to listen to an insurance sales pitch or receive any calls from an insurance sales   man . 

 3 . Application : 

 To address the above findings & challenges , I took a simple 3 step approach basis my   research & personal work conducted . 

 1st Step – I created a myth buster pitch to bust the myth that INDIAN households have   bought adequate insurance cover for themselves & their families . The research   suggested that only 15 % of Indian Population is adequately covered & the rest are   simply unaware of their need for insurance . – This pitch helped my sales team boost up   their confidence multifold & they created a very strong belief in the insurance industry . 

 2nd Step – To help sales team solve the problem of prospecting & making them aware of   existing untapped opportunities in an easy manner – I conducted a simple workshop   where I made them list down their friends & families names & the places they all work &   then asked them if they can reach out to them & through their help connect with their HR   Heads / or Respective company decision makers to allow them to make an awareness 

 pitch about insurance need without getting into any product presentation or pushing the   product . – 4 out of 10 people got this done successfully with them securing an   appointment from 4 different corporates who agreed to conduct an awareness session .   Though each of these awareness sessions , on an average 60 - 70 prospects were   touched based with ( an average sales man would be able to connect with only 15   prospects all through the month ) – 70 prospects is 4 times higher their monthly average   prospect base . This itself gave them lot of booster & confidence . 

 3rd Step – Once connected with the prospects , the sales guys counseled the prospects   on overall insurance needs & myths for the family bread earner rather than pushing a   sales pitch . – This move was highly appreciated & the prospects gave feedbacks that we   are the first insurance company to listen to them rather than us trying to sell a product to   them . This gave sales guys even further boostup & confidence level to reach out talk to   a prospect went up multifold & as per a survey conducted , 80 % of sales guys now   became confident than before to connect to a prospect & engage . 

 4 . Insight : My insight from application of Learning Launchpad Tool is that to solve a 

 challenge one needs to move step by step with lot of patience & perseverance & one   needs to set an example through demonstration till such time the experiment is nt   completely successful . All through this approach , I was standing personally with my   sales team & demonstrating them how things can be done rather than only instructing   them how to do things . 

 Once the confidence of sales team started going up more & more believers started to   emerge since sales team was able to see success right in front of them & then we would   felicitate the achievers in front of the entire team which would inspire others also to   adaopt the new way of conducting insurance sales . So the learning here was that one   must find the right horses to bet upon & ensure the horses win . In this case the 4 sales   guys who turned out to be the initial believers were the ones on whom I banked upon to   create a success story out of the experiment . From there now the rub off effect has   started . 

 5 . Approach : Something that I would do differently next time is possibly capture more of 

 customer testimonials through videos & showcase the same at other branches rather   than only felicitating the sales achievers . The customer testimonial always supercedes   any other form of confirmation & would help me achieve my results much faster than   other approaches . So this is a key learning which I carry along & I would want to use   next time when I conduct any other Learning LaunchPad experiment .
### Output: 