Leadershipor
Evoking a ‘Sense of Self’ in the RM
Vikram A MunshiLeadership Consultant
WhiteSpaceTM Consulting & Capability Building
Mumbai , 16th June 2012
© Vikram A Munshi 2012
The Events
The Birth
The Treatment from others
The Treatment of Self
The Treatment from others
Self Realization (Metrics)
© Vikram A Munshi 2012
The Regional Manager Story
4 Critical Factors
Sense of Self
Selection Process
Company Treatment
Self Treatment
Performance Metrics
© Vikram A Munshi 2012
The Birth or Selection Process or Why Should I be chosen as the Regional Manager?
I always communicate well with my Boss and HO. Have good links.
My Area Performance is the best
I am the Senior Most AFM in the zone so naturally I should be chosen.
All the KOLs know me. And I am good in developing KOLs.
© Vikram A Munshi 2012
How does the Company Treat?
Even PMT prefers to speak directly to ABMs?
Sometimes I feel like a Glorified ABM?
Why don’t ‘they’ take our opinion before taking any strategic decision?
No Secretarial Support to comply with increasing Data Requirements
© Vikram A Munshi 2012
‘How do I treat myself?’
© Vikram A Munshi 2012
Reach out above AFM to PSR
I am basically a Server. Compile and mail
Only Act . No need to analyse
I have tremendous contacts with KOLs
Have to Keep my Boss Happy. Somehow do the budget
‘What Am I measured on ?’ or How is it different from an AFM?
© Vikram A Munshi 2012
Brand SalesTop line Sales
Market Shares Coverage of Team and KOL
Attrition of PSR
3 Behaviours an Organization Should Look into
2. Treatment of RM
1 . Robust Parameters in Selection Process
3. Have the right Metrics for Evaluating Performance
© Vikram A Munshi 2012
The Selection Process determines Sense of Self & Future Behaviour
Performance Orientation
Process Orientation
Top Down People Orientation
© Vikram A Munshi 2012
Treatment of RM
Provide a Platform for Participation in Strategic Decision Making
Avoid reaching out to AFM over the RM
Treat as HO out in the Field
© Vikram A Munshi 2012
Have the Right Metrics for Measuring Performance
Regional P<op line Sales
Product Mix
Personnel Cost
Promotional Cost
Sales & Distribution ExpensesExpiry / Collections / Inventory
Bottom line Achievement
© Vikram A Munshi 2012
Have the Right Metrics for Measuring PerformanceP&L Orientation
Input ParametersEfficiency• Regional Budgeted Calls vs Actual • Cost of Sales / CallEffectiveness• Regional Budgeted Sales / Call vs
ActualCustomer Satisfaction
– KOL Market Share – KOL P&L
Process Parameters– FW ratio PSR : AFM– AFM Attrition / Development
© Vikram A Munshi 2012
The Benefits
Align HO (Thought) & Field (Action)
Strengthen Overall Field Leadership
Create Internal Talent Pool for Senior Management
© Vikram A Munshi 2012
• 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