Leadership                orEvoking a ‘Sense of Self’ in the RM              Vikram A Munshi             Leadership Consul...
A Small Story  © Vikram A Munshi 2012
The Events           The Birth                   The Treatment from others                                                ...
The Regional Manager Story4 Critical Factors                     Selection                                        Process ...
The Birth or Selection Process orWhy Should I be chosen as the Regional Manager?                                          ...
How does the Company Treat?Sometimes I feel like a                              Even PMT prefers to   Glorified ABM?      ...
‘How do I treat myself?’I am basically a Server.                            Reach out above AFM to                        ...
‘What Am I measured on ?’ or   How is it different from an AFM?  Top line Sales                               Brand Sales ...
Behaviour change is essential           before      Mindset Change          © Vikram A Munshi 2012
3 Behaviours an Organization Should Look into        1 . Robust Parameters in Selection Process        2. Treatment of RM ...
The Selection Process determinesSense of Self & Future Behaviour                                          Top Down People ...
Treatment of RM Avoid reaching out to AFM over the RMProvide a Platform for Participation in Strategic Decision MakingTrea...
Have the Right Metrics for Measuring Performance          Regional P&L             Top line Sales             Product Mix ...
Have the Right Metrics for Measuring Performance                P&L Orientation                 Input Parameters          ...
The BenefitsStrengthen Overall Field LeadershipAlign HO (Thought) & Field (Action)Create Internal Talent Pool for Senior M...
• 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 ch...
Thank You © Vikram A Munshi 2012
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Evoking the Sense of Self in Regional Managers

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I believe the most neglected person in a Pharmaceutical Company's Field Force is not the Medical Representative. It is not even the Area Manager ; It is the Regional Manager. Without a clear understanding of their roles RMs are trapped in a hierarchy without knowing what to do. This presentation is meant to provoke the thinking of all National Sales Managers , SBU Heads and above.

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Evoking the Sense of Self in Regional Managers

  1. 1. Leadership orEvoking a ‘Sense of Self’ in the RM Vikram A Munshi Leadership Consultant WhiteSpaceTM Consulting & Capability Building Mumbai , 16th June 2012 © Vikram A Munshi 2012
  2. 2. A Small Story © Vikram A Munshi 2012
  3. 3. The Events The Birth The Treatment from others The Treatment of Self The Treatment from others Self Realization (Metrics) © Vikram A Munshi 2012
  4. 4. The Regional Manager Story4 Critical Factors Selection Process Performance Sense Company Metrics Treatment of Self Self Treatment © Vikram A Munshi 2012
  5. 5. The Birth or Selection Process orWhy Should I be chosen as the Regional Manager? I always communicateMy Area Performance is the well with my Boss andbest HO. Have good links. All the KOLs know me. I am the Senior Most AFM in And I am good in the zone so naturally I developing KOLs. should be chosen. © Vikram A Munshi 2012
  6. 6. How does the Company Treat?Sometimes I feel like a Even PMT prefers to Glorified ABM? speak directly to ABMs? No Secretarial Support toWhy don’t ‘they’ take our comply with increasingopinion before taking any Data Requirementsstrategic decision? © Vikram A Munshi 2012
  7. 7. ‘How do I treat myself?’I am basically a Server. Reach out above AFM to PSRCompile and mail Have to Keep my Boss Happy. Somehow do the budget Only Act . No need to I have tremendous analyse contacts with KOLs © Vikram A Munshi 2012
  8. 8. ‘What Am I measured on ?’ or How is it different from an AFM? Top line Sales Brand Sales Attrition of PSRMarket Shares Coverage of Team and KOL © Vikram A Munshi 2012
  9. 9. Behaviour change is essential before Mindset Change © Vikram A Munshi 2012
  10. 10. 3 Behaviours an Organization Should Look into 1 . Robust Parameters in Selection Process 2. Treatment of RM 3. Have the right Metrics for Evaluating Performance © Vikram A Munshi 2012
  11. 11. The Selection Process determinesSense of Self & Future Behaviour Top Down People Orientation Process Orientation Performance Orientation © Vikram A Munshi 2012
  12. 12. Treatment of RM Avoid reaching out to AFM over the RMProvide a Platform for Participation in Strategic Decision MakingTreat as HO out in the Field © Vikram A Munshi 2012
  13. 13. Have the Right Metrics for Measuring Performance Regional P&L Top line Sales Product Mix Personnel Cost Promotional Cost Sales & Distribution Expenses Expiry / Collections / Inventory Bottom line Achievement © Vikram A Munshi 2012
  14. 14. Have the Right Metrics for Measuring Performance P&L Orientation Input Parameters Efficiency • Regional Budgeted Calls vs Actual • Cost of Sales / Call Effectiveness • Regional Budgeted Sales / Call vs Actual Customer Satisfaction – KOL Market Share – KOL P&L Process Parameters – FW ratio PSR : AFM – AFM Attrition / Development © Vikram A Munshi 2012
  15. 15. The BenefitsStrengthen Overall Field LeadershipAlign HO (Thought) & Field (Action)Create Internal Talent Pool for Senior Management © Vikram A Munshi 2012
  16. 16. • 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
  17. 17. Thank You © Vikram A Munshi 2012
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