SBI Life Insurance is one of the largest life insurance companies in India. Its agency field sales teams are responsible for recruiting new insurance advisors who in turn acquire insurance customers for SBI Life. On an average each field sales representative manages over 30 advisors, which makes it very diffi- cult for them to keep a regular track of advisor metrics using offline reports. Additionally, keeping track of meetings with advisors and their outcomes is equally difficult using traditional methods.
At the same time, supervisors sitting out of the regional offices do not have any visibility into the day-to-day activities of their sales teams, their active advisor base, the number of new advisors recruit- ed, and the level of engagement their sales team has with the advisors. They had to rely on offline information that the sales team provides at the end of the day or sometimes even later. These prob- lems increase the probability of advisors not being able to generate enough business and eventually becoming inactive for SBI Life.