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Evoking the Sense of Self in Regional Managers

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Leadershipor

Evoking a ‘Sense of Self’ in the RM

Vikram A MunshiLeadership Consultant

WhiteSpaceTM Consulting & Capability Building

Mumbai , 16th June 2012

© Vikram A Munshi 2012

A Small Story

© Vikram A Munshi 2012

The Events

The Birth

The Treatment from others

The Treatment of Self

The Treatment from others

Self Realization (Metrics)

© Vikram A Munshi 2012

The Regional Manager Story

4 Critical Factors

Sense of Self

Selection Process

Company Treatment

Self Treatment

Performance Metrics

© Vikram A Munshi 2012

The Birth or Selection Process or Why Should I be chosen as the Regional Manager?

I always communicate well with my Boss and HO. Have good links.

My Area Performance is the best

I am the Senior Most AFM in the zone so naturally I should be chosen.

All the KOLs know me. And I am good in developing KOLs.

© Vikram A Munshi 2012

How does the Company Treat?

Even PMT prefers to speak directly to ABMs?

Sometimes I feel like a Glorified ABM?

Why don’t ‘they’ take our opinion before taking any strategic decision?

No Secretarial Support to comply with increasing Data Requirements

© Vikram A Munshi 2012

‘How do I treat myself?’

© Vikram A Munshi 2012

Reach out above AFM to PSR

I am basically a Server. Compile and mail

Only Act . No need to analyse

I have tremendous contacts with KOLs

Have to Keep my Boss Happy. Somehow do the budget

‘What Am I measured on ?’ or How is it different from an AFM?

© Vikram A Munshi 2012

Brand SalesTop line Sales

Market Shares Coverage of Team and KOL

Attrition of PSR

Behaviour change is essential before

Mindset Change

© Vikram A Munshi 2012

3 Behaviours an Organization Should Look into

2. Treatment of RM

1 . Robust Parameters in Selection Process

3. Have the right Metrics for Evaluating Performance

© Vikram A Munshi 2012

The Selection Process determines Sense of Self & Future Behaviour

Performance Orientation

Process Orientation

Top Down People Orientation

© Vikram A Munshi 2012

Treatment of RM

Provide a Platform for Participation in Strategic Decision Making

Avoid reaching out to AFM over the RM

Treat as HO out in the Field

© Vikram A Munshi 2012

Have the Right Metrics for Measuring Performance

Regional P&LTop line Sales

Product Mix

Personnel Cost

Promotional Cost

Sales & Distribution ExpensesExpiry / Collections / Inventory

Bottom line Achievement

© Vikram A Munshi 2012

Have the Right Metrics for Measuring PerformanceP&L Orientation

Input ParametersEfficiency• Regional Budgeted Calls vs Actual • Cost of Sales / CallEffectiveness• Regional Budgeted Sales / Call vs

ActualCustomer Satisfaction

– KOL Market Share – KOL P&L

Process Parameters– FW ratio PSR : AFM– AFM Attrition / Development

© Vikram A Munshi 2012

The Benefits

Align HO (Thought) & Field (Action)

Strengthen Overall Field Leadership

Create Internal Talent Pool for Senior Management

© Vikram A Munshi 2012

• Sow a thought, and you reap an act;• Sow an act, and you reap a habit;• Sow a habit, and you reap a character;• Sow a character, and you reap a destiny.- Charles Reader

© Vikram A Munshi 2012

Thank You

© Vikram A Munshi 2012


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