Role Of Manager.

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Role Of Manager.

  1. 1. Welcome Role of Institution Managers Dr.K.Manivannan
  2. 2. Institution Manager <ul><li>Superstar sales managers are far rarer to find than are superstar salespeople </li></ul><ul><li>The truth is that no one will ever perform any better than they are expected to perform... coached to perform or held accountable for their level of performance </li></ul><ul><li>..,by Bill Brooks </li></ul>
  3. 3. Effective sales manager <ul><li>It is this expectation and ongoing development role that the most effective sales managers fulfill. </li></ul>
  4. 4. Qualities of Manager <ul><li>Competency </li></ul><ul><li>Teambuilding </li></ul><ul><li>Integrity </li></ul><ul><li>Consistency </li></ul><ul><li>Tact </li></ul>
  5. 5. WHAT IS A COMPETENCY? <ul><li>A competency is a persistent pattern of behavior resulting from a cluster of: </li></ul><ul><ul><ul><li>knowledge, </li></ul></ul></ul><ul><ul><ul><li>skills, </li></ul></ul></ul><ul><ul><ul><li>abilities, </li></ul></ul></ul><ul><ul><ul><li>motivations - attitudes values beliefs personality </li></ul></ul></ul><ul><ul><li>that define a coherent facet of overall competence </li></ul></ul><ul><ul><li>needed for exceptional performance. </li></ul></ul>
  6. 6. WHAT YOU SEE & WHAT YOU DON’T <ul><li>Competency: </li></ul><ul><li>Persistent Pattern of Behavior </li></ul><ul><li>Enabled by </li></ul><ul><li>Knowledge, Skill, and Ability </li></ul><ul><li>(Capability;Could You Do It With A Gun to Your Head?) </li></ul><ul><li>and Driven </li></ul><ul><li>by Motives : Values, Attitudes, </li></ul><ul><li>Beliefs, Personality, Trait, Instinct </li></ul>This is an ice berg
  7. 7. Qualities of Manager <ul><li>Team building </li></ul><ul><li>Integrity - Simply doing what is right no matter what the outcome. </li></ul><ul><li>Consistency - Salespeople need to know, with some degree of predictability how their sales manager will act or react to issues or events. </li></ul><ul><li>Tact - Quite often it is not what someone says that is important. Just as often as not it is how they say it. That is tact. </li></ul>
  8. 8. Role of institution Manager <ul><li>Planning </li></ul><ul><li>Market analysis, </li></ul><ul><li>Business development </li></ul><ul><li>Product placing </li></ul><ul><li>Brand building </li></ul><ul><li>Market penetration </li></ul>
  9. 9. Role of institution Manager <ul><li>People development- </li></ul><ul><li>Customer relationship/satisfaction </li></ul><ul><li>Problem Vs Solution </li></ul><ul><li>Team internal Vs corporate </li></ul><ul><li>Executing the Plan </li></ul>
  10. 10. Role of institution Manager <ul><li>Proactive review- </li></ul><ul><li>Problems </li></ul><ul><li>Product management </li></ul><ul><li>Effective manager should proactive and fore cast to company </li></ul><ul><li>Reporting </li></ul>
  11. 11. Work analysis <ul><li>An example of work schedule by us </li></ul><ul><li>With time split in% </li></ul><ul><li>In that 63% </li></ul><ul><li>We spend mostly for reaction </li></ul>Time split Other activity split
  12. 12. The desired changes
  13. 14. Thank you

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