104608 633616421469993750
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Management

Management

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104608 633616421469993750 104608 633616421469993750 Presentation Transcript

  • The Role of the Manager N SUNDARAM ICFAI 29 th Aug 2008 BANGALORE
  • “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!
  • 5 Differences
    • 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
  • 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
  • Key Activities
    • 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 Skills
    • 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 Performance Parameters
    • 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
  • Profile
    • 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
  • A Good Manager will…..
    • …always succeed in getting more output and better results from his team members
    • …and they will deliver this willingly!
  • Managers : Ineffective v/s Effective
    • 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