Page 23 - The Insurance Times July 2025

From Agent

Onboarding to Selling

Smarter: How Insurers

Can Arm Field Sales

Khuze Siam
Teams with AI Muscle Founder & CEO
Siam Computing Pvt. Ltd.

Voice analysis tools like Convin use AI to detect tone, sentiment, and key phrases in real-time. If
an agent is speaking too fast, missing key talking points, or facing resistance, the system can
provide instant nudges: "slow down," "ask about family coverage," or "mention the cashless
hospitalization benefit."

F ield sales has always been a deeply human endeavor, age ramp-up time for sales agents, not just in insurance, but
rooted in relationship building, persuasion, and per-
across industries, is around three months. But our on-ground
experience has taught us that new sales reps may even take
sistence. At its core, success often hinges on an
agent's intuition and knack for influencing out-
comes. But when engaging today's digital-first customers in six to nine months to become fully productive. This costs your
company time, money, and missed opportunities.
a data-rich landscape, the age-old sales hustle demands a
more informed, targeted approach. Thus, getting new agents up to speed remains one of the
biggest challenges in field sales. And traditional onboarding,
This is where artificial intelligence is stepping in - not to which often involves thick manuals, in-person workshops,
replace the human touch, but to amplify it. From AI-driven and shadowing experienced reps, is time-consuming and
onboarding and real-time field assistants to predictive clos- inconsistent.
ing tools, insurers that embrace this transformation are
AI-powered training platforms are shortening this learning
building more effective teams on the ground, shortening
curve. Most importantly, they also give companies a way to
deal cycles, and delivering better customer experiences.
track learning progress. Natural Language Processing (NLP)
and adaptive learning systems can assess a rep's knowledge
Here's how AI is reshaping every phase of the modern field
gaps and deliver personalized content (videos, flashcards,
sales journey, from agent onboarding to deal closure, and
what it means for insurers and financial service providers roleplay scenarios) based on their progress.
looking to stay competitive.
Gen-AI-powered chatbots, trained on your organization's
data, can act as 24/7 tutors. They can instantly answer ques-
1. AI-Driven Onboarding & Training tions on underwriting, claim policies, or competitor prod-

A recent study by The Bridge Group revealed that the aver- ucts. Gamified learning modules, built around real-world

20 July 2025 The Insurance Times