“We cannot do today’s job with yesterday’s methods and be in business tomorrow” --- Nelson Jackson
A Group of Donkeys lead by a lion can defeat a group of lions lead by a donkey ---Socrates
Main Purpose of the Managers’ Job To achieve and exceed the Assigned objective by ensuring that each and every member of the team achieves and / or surpasses his / her respective objective.
A Good Manager has….. … the capability to get people of ordinary ability to perform in an extraordinary manner!
Worker Works alone Does the work Like a player in the team Is lead and Managed Responsibility: Single Manager Works with others Develops people/customers Like a coach and a counsel; Pitches in as player when needed. Is the Leader/Manager according to the condition Responsibility : Various 5 Differences
Key Responsibilities • Ensuring achievement of assigned Team’s and individual team members’ objectives • Decision Making • Ensuring his objectives achievement covering up deficit of anyone in his team. • Focus on Brands / New Products • Distribution Channel Management • Timely Reporting and Feedback • Developing Team Members • Market Development • Market Intelligence • Strong Customer Focus • Planning, Monitoring & Controlling • Appraising &Reviewing • Necessary course corrections
Key Activities • Strong Customer Focus • Right product for the right customers • Frequency of visits • Servicing • Trouble shooting • Retention and multiplication of customers • Tracking of Customers
Planning, Monitoring and controlling • Objective setting • Assigning the responsibilities as per the resources • Alternative steps in case of crisis • Monitoring of Progress/Key Customers
Key Activities • Ensuring follow up of every subordinates’ responsibilities. • Ensure follow up on payments • Ensure Liquidation of stocks • Ensure Order generation • Regular follow up of pending claims of distributors and CFAs
Key Activities Ensuring at Distributors’ Level • Inventory Check • Payment follow up • Catering to Retailer • Liquidation of short expiry / non moving products • Settlement of Claims • Successful of Operation of bonus offers • New Product availability at retailer level • LOC & NOC of products
Key Activities At the Retail Level • Tracking of new and established products • Retail survey to track the demand of Company’s and competitors’ products • Retail survey to validate the customer coverage • Right product, Right customer focus approach • Tracking of Key Retailers • Ensure order booking and its supply
Key Activities • Reporting • Weekly Reports on time • Specialty Coverage Analysis • Sales Promotion Proposal / Report cum Expenses Statement • Subordinates’ Coverage format-Self Analysis • Campaign Sales Meeting follow up. • Record of Leaves • Sales Diary
Key Activities • Feedback • On inputs • On competitors • Regarding strategies • On emerging trends • To subordinates on performance • To superiors on any important developments
Key Activities Market Development / Market Intelligence • Gather information from distributors / retailers to know the actual market potential • Focused approach • Rural coverage • Distributors’ appointment • Customer contact programmes • Tracking Competitors
Key Activities Development Team Members • Review of Team members’ performance identifying key areas for improvement • Improving his/her knowledge / skill levels • Coaching • Training • Improving his / her personality • Motivating
Review and Appraising Performance Agreed action plans Market potential Consistency in sales Coverage of territory Coverage of Key customers Growth in Sales Maturity Market knowledge Reporting Focus on Power Products Monitoring the Sales Right Customer Focus Key Activities
Analytical Skills Technical Skills Communication Skills Selling Skills Planning Skills Reviewing Skills Managerial Skills Interpersonal relationship Skills Negotiating Skills Administrative Skills Interviewing Skills Counseling Skills Forecasting Skills Leadership Skills Key Skills
Targets Field Work inputs Implementation of strategies Implementation of learning Knowledge Team Performance Development of Subordinates Market Development Reporting Discipline Distribution Management Maintenance and analysis of Data Self Development Key Performance Parameters
Team Leader Decision Maker Coach Role Model Problem Solver Strategist Knowledge Resource Good Communicator Mediator Counselor Motivator Negotiator Positive Thinker Hard Worker Honest Listener Observer Fair Achiever Adaptable Enthusiastic Profile
A Good Manager will….. …always succeed in getting more output and better results from his team members …and they will deliver this willingly!
Ineffective Manager Appeaser Bully Caddy Despondent Excavator Favoritism Gutter Inspector Hindsight Effective Manager Advisor Benefactor Cheer Leader Decisive Example Setter Fair Generous Honest Managers : Ineffective v/s Effective
Insecure Jealous Know-all Loner Manipulator Nag Opinionated Pillion Rider Quashes new ideas Innovator Judicious Knowledge Resource Leader Motivator Negotiator Open minded Perseverant Quality Conscious Managers : Ineffective v/s Effective
Reactive Subjective Trumpet Blower Unfair Vengeful Whiner Xcuse Master Yesterday’s hero Zombie Receptive Strategist Transparent Understanding Vibrant Winner’s Mind Set Xperimenter Youthful Zestful Managers : Ineffective v/s Effective