1. “One t hing t he compet it ors cannot
st eal f rom you is t he relat ionship
you have wit h your people and t he
relat ionship t hey have wit h t heir
cust omers”

2. A 12 yrs boy comes to you with a
report card

3. Report Card
Physics -A
Chemistry-A+
Maths-A
History - B
Where you are going to focus?

4. Why

5. Why not his strength ?

6. Did you grow because of your
strength ?

7. Focusing on
Weakness
Makes …..

8. …… them feel
small

9. Inferior Depressed
Frustrated & Rebel Disengage & Clueless

10. Common Assumptions focusing on
weakness
• Taking strength for granted
• Expect person to be perfect
in every thing
• Every thing can be
improvised quickly
• Expecting clones of you
• There is one and only one
way to success

11. Common Assumptions focusing on
weakness
• Greatest opportunity lies in
improving person weakness
• Every person need to
improve to achieve and
grow.
• Some managers believe
suggesting something to
improve only makes their
job complete

12. Why we are inhibited to focus on
strength?
• TBMs become complacent

13. Some people find
fault as if t here is a
reward for it

15. Emotional Bank Accounts
• When negative interactions, we are making
withdrawals
• When we have positive interactions, we are
making deposits

16. Focus on Strength

17. Focusing Strength
•Joy
•Belief
•Confidence
•Initiative’s
•Engagement
•Success
•Performance

18. New research shows working on
strength
• 6 times more engaged
• 3 times better quality
of life

19. Strength
• Each person's talents are enduring and unique.
• Potential for growth is in the area of his greatest
strength
• Enjoy what we are doing because we are using
our true talents

20. It is not easy to identify strengths

21. “Most people think they know
what they are good at.
They are usually wrong…..
And yet, a person can perform
only from strength”- Peter Drucker

22. Write down few strength of your team ?

24. Match my/our strengths to our roles at work

25. 1.How well you know them ?
2.Did you know their strength ?

26. Look for the SIGNs of Strength

27. Building their strength
1. Catch person doing things “right”
2. Praise immediately
3. Be specific about what was right or almost
right.
4. Share your findings about what he/she did
correctly.
5. Encourage him/her to keep up the good work.

28. Building the strength
• Apply the strength consciously
• Develop the strength
• Challenge the strength by applying it on a
higher level
• Apply the strength more broadly-newer
applications

29. “Give Me Strength” Commitment
• One thing I will Keep doing:
• One thing I will Start doing:
• One thing I will Stop doing:

30. Strengths you may look for during Joint work or
interaction
• Good RCPA.
• Good number of Rxs of brand or brands.
• Good brand availability.
• An attempt or successful POB
• Drs appreciating during call.
• Good VAF detailing
• Good input presentation.
• Dr conversion
• Successfully organizing CME / doing camp.
• Call avg / coverage as per or more than expectation
• Adding more Rxs or getting Rx for new or additional brand
• Timely submissions.
• Or any personal achievement
Etc. etc. etc………….

31. How will you do it continuously?
During your Joint Field Work ……
•Keep noting strengths & area of enhancement in your DIARY
•Share it with Individual at the end of your joint working.