This document discusses effective supervisory skills. It defines a supervisor as a first-level manager responsible for overseeing a small group of employees. Key qualities of good supervisors include planning, organizing, leading, inspiring, controlling, and evaluating employees (P.O.L.I.C.E.). Effective supervisors also communicate well, motivate employees, provide training, and set goals. The roles and responsibilities of supervisors include managing work activities, subordinates, changes, meetings, and providing clear instructions. Building high-performing sales teams requires enhancing employees' skills and fostering collaboration.

1. EFFECTIVE SUPERVISORY SKILLS
BY : WILLIS KHEDIA

2. WIKIPEDIA
 A supervisor is a first-level management employee who is usually
responsible for a small group of employees. As a member of
management, a supervisor’s main job is more concerned with
orchestrating and controlling work than with performing it directly.

3. WHO IS A SUPERVISOR?

4. WHO IS A SUPERVISOR?
Supervision
 Super / Vision
 Over / See
Definition :
 Someone who is appointed by the management to oversee and
ensure the work at operational level is done by Medical
Reps./Staffs according to the agreed plan, schedules, rules and
procedures.

5. WHO IS A SUPERVISOR?
Supervisor is the first/front line
manager who …..
 Manages the work activities
 Manages the operative subordinates
 With authorities

6. WHAT IT TAKES TO BECOME A SUPERVISOR OF SUBSTANCE
/QUALITY

7. P. 0. L. I. C. E.
Planning
Organizing
Leading
Inspiring
Control
Evaluation

8. SUPERVISORY QUALITIES
 Love what you do : You will produce good result
 Faith in Yourselves : It will push you to take action, even when there is a repeated
failure
 Develop Passion in the person for the work he/she is doing, you need not supervise
him/her at all
 “Real measure of leadership quality is not what happens in your presence but what
happens in your absence
 Accountable : Remember, You are responsible for the results
 Social Skills : Criticize privately, Praise Publically

9. SUPERVISORY QUALITIES
 Fairness : Many issues arise because Reps do not feel they have been treated
fairly and equally
 Expect good work from everyone
 Adaptable : Be ready to manage changes efficiently; Ne willing to learn
 Be Cool and Calm : Maintain self control; do not lose temper. Do not Shout,
do not swear
 Be Approachable : without shutting off. Listen to your Reps/Staff and most
importantly Customers

10. SUPERVISORY QUALITIES
 Committed and Responsible : Most employees admires supervisors who are
committed to the organizational and management policies.
 Be innovative : Have courage to try new methods. Help other to do in a new
way.
 Be Proactive ; Take initiative and make things happen
 Give clear instructions and ensures it is understood clearly
 Be a good trainer

11. SUPERVISORY QUALITIES
 EARN RESPECT :
 YOU be on time.
 YOU do not talk unnecessarily
 YOU be regular to work
 YOU show the enthusiasm and commitment
 YOU do things which are respectable
 YOU be disciplined in your action and words

12. TYPES OF SUPERVISORY SKILLS
PEOPLE SKILLS
• Communication
Effectively
MANAGEMENT
SKILLS
• Goal Setting,
Motivation,
Leadership,
Time
Management,
Issue Solving
TECHNICAL
SKILLS
• Product
Knowledge,
Market
Intelligence
JUDGEMENT
SKILLS
• Assessment

13. THE ROLE OF SUPERVISOR
 Setting Goals
 Demonstrating effective behaviors
 Decision-making
 Managing changes
 Time management
 Effective communication skills
 Motivation
 Training
 Effective meeting skills

14. A GOOD SUPERVISOR ALWAYS ABLE TO:
 Make the difference between meeting the target and missing them (because
they motivate and energize their team)
 Have the most significant impact on workplace culture (because they set high
standards in their work)
 Influence the retention of staff (because people feel a strong sense of loyalty
to their supervisor)

15. INEFFECTIVE SUPERVISOR MAY CAUSE:
 High level of absenteeism (because people simply do not want to come to
work under their supervision)
 Reduced productivity (because people are not motivated to give their best)
 Workplace conflict (among the Reps/staffs because there is no team cohesion
and therefore no effort to achieve targets)
 Resentment toward upper management (because of communication gap)

16. KEY ASPECTS THAT SUPERVISOR SHOULD OBSERVE
 Basic nature of the Rep/Staff
 Basic attitude
 Education level
 Age and Experience
 Knowledge of work
 Habits
 Behavioral pattern

19. WHO IS SINKING YOUR BOAT IN YOUR TEAM????

20. BUILDING HIGH-PERFORMING TEAM
 Successful managers focus on building high performing team by enhancing the necessary
skills and traits for success in pharmaceuticals sales of the team members. They create a
diverse team with complementary skills and experiences, foster collaboration and teamwork,
and encourage knowledge-sharing and best practice sharing among team members.
 Building strong relationships with Healthcare providers, Pharmacists, Procurement persons
and Hospital Administrators is crucial for success in pharmaceutical sales. Effective managers
support their sales reps in building these relationships. They provide guidance on networking
strategies.

21. SALES TEAM MANAGEMENT
 Territory Management
 Sales Training
 Performance Tracking
 Sales Meetings – Reviews (Most Important)
 Market Intelligence
 Reporting of team member(Monitoring)
 Submission of TP/Expenses on time(Controlling)

22. QUALITIES THAT MAKES A PERSON SUCCESSFUL
 Desire : a burring desire is the starting point of all
accomplishment. Just like a small fire cannot give much heat, a
weak desire cannot produce great results.
 Commitment : The quality of a person’s life is in direct
proportion to their commitment to excellence, regardless of their
chosen field of endeavor
 Responsibility : Responsible person accepts and learn from their
mistakes.
 Hard work : There is no alternative for hard work

23. QUALITIES THAT MAKES A PERSON SUCCESSFUL
 Character : “Man of genius are admired, men of wealth are envied, men of
power are feared; but only men of character are trusted” – Alfred Adler
 Team Player : “If you want to walk fast walk alone; But if you want to walk far
walk together” – Ratan Tata
 Positive Believing : It is an attitude of confidence that comes with
preparation. Give more than you get – Winners put in 100% and some more.
 Persistence and determination : “Making your mark on the world is hard.
If it were easy, everybody would do it. But it is not. It takes patience and
determination, it takes commitment, and it comes with plenty of failure along
the way” – Barack Obama

24. THANK YOU