Guides for people who run field sales, lending and insurance distribution
No vendor theory. These are the working notes behind the rollouts we do - how files stall, where leads leak, what a credit officer checks first, and what to ask a vendor before you sign.
Field sales and SFA
How distributed sales teams are planned, measured and coached when most of the work happens outside an office.
Field sales CRM: how to pick one your reps will actually open
A field sales CRM is a mobile-first system that plans a rep's day, captures customer interactions on the spot (usually offline), verifies visits with geo-location, and feeds that a...
Read the guideSales force automation (SFA): what it covers, and what it quietly does not
Sales force automation (SFA) is software that removes manual steps from the selling process: routing leads to the right rep, capturing activity, triggering follow-ups, applying pri...
Read the guideLending operations
Sourcing, credit, documentation and disbursement - the numbers NBFCs and banks actually run their week on.
Loan origination system: the operations guide for NBFCs and banks
A loan origination system (LOS) is the software that carries a loan application from sourcing to disbursement: lead capture, KYC and document collection, bureau and income checks, ...
Read the guideFOIR: how lenders calculate fixed obligation to income ratio
FOIR (fixed obligation to income ratio) is the share of a borrower's monthly income already committed to fixed obligations, including the EMI of the proposed loan. It is calculated...
Read the guideLead management for BFSI: distribution, scoring and the follow-up that closes
Lead management in BFSI is the discipline of capturing leads from every sourcing channel, de-duplicating them, allocating them to the right person within minutes, scoring them by c...
Read the guideLogin to disbursal TAT: how to measure it and where the days actually go
Login-to-disbursal TAT is the elapsed time from the moment a loan application is formally logged in the system to the moment funds leave the lender's account. In Indian retail lend...
Read the guideCredit deviation matrix: designing approval authority that does not slow the file down
A credit deviation matrix is the table in a lender's credit policy that maps each type of policy breach - a FOIR above the norm, an LTV above cap, thinner income documentation, an ...
Read the guideDSA channel management: running a partner sourcing network you can actually control
DSA channel management is the set of processes a lender uses to onboard, enable, monitor and pay direct selling agents who source loan applications on its behalf. Effective managem...
Read the guideFLDG: how default loss guarantee arrangements work under the RBI framework
FLDG, now formally referred to by the RBI as Default Loss Guarantee (DLG), is an arrangement where a lending service provider or partner absorbs the first slice of credit losses on...
Read the guideUnified Lending Interface: what ULI changes for lenders and for the people sourcing loans
The Unified Lending Interface is a Reserve Bank of India initiative that gives lenders consent-based, standardised API access to the data needed for a credit decision - land record...
Read the guideInsurance distribution
Agency, bancassurance and broking channels, and the activity discipline behind persistency.
Insurance distribution: agency, bancassurance and the activity behind persistency
Insurance distribution in India runs through agency, bancassurance, broking, corporate agents and direct digital channels. Each has a different activation problem, but all are gove...
Read the guideAgent activation: turning a licensed agency force into a producing one
Agent activation is the share of a licensed agency force that issues at least one policy in a defined period, usually a month or a quarter. Indian life insurers typically see month...
Read the guidePersistency: the number that decides whether your distribution model works
Persistency is the share of policies (or premium) that remains in force after a defined period, most commonly measured at the 13th and 61st month. Indian life insurers typically re...
Read the guideBancassurance lead handling: making branch-sourced insurance leads convert
Bancassurance lead handling is the process of capturing insurance intent from a bank branch or its digital channels and routing it to the right specialist within a defined response...
Read the guideEvaluation and comparison
Straight comparisons and buying checklists for teams shortlisting a field CRM.
BFSI glossary
Short, direct definitions of the terms used across lending, insurance and field sales operations.
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