FRIENDS THIS PPT WILL HELP NEW MANAGERS OF PHARMA TO UNDERSTAND THEIR ROLE AND PERFORM

1. Journey of
Sales Man
to a Sales Manager
AMAR BIR SINGH

2. How Did Things Change?
Sales
Executive
Manager

3. How role changes
 Sales executive
 Responsible for his
own work
 Manager
 Responsible for getting
work done from his
people

4. Role of Manager
 Men
 Money
 Material
 Time
 Territory
To Manage

5. How can you do it ?
 Plan: Which market/customer to be
 covered
 Organize: How each market , customer to
 be covered
 Monitor: See that is your people working
 as per beat plan
 Correct: Deviations from plan

6. Responsibility of ASM
 Achieve sales objective of his area
 To build a winning team out of his team
mates
 Ensure implementation of strategy
 Motivate team members
 Provide on the job guidance through
demonstration
 Work with team members in the field
to evaluate how they are working and

7. Responsibility of ASM
Train and guide team members
Plan work of his team members
Organize work of team members
Make corrections if required
Maintain Relationship with key customers

8. Skills required for managers
Skills required for managers are different from
skills required as sales person

9. Management Skills at Various
Levels
Conceptual
Human
Technical
SKILLS NEEDEDMANAGEMENT
LEVELS
TOP
Management
MIDDLE
Management
SUPERVISORY
Management

10. Purpose of joint field work
 To know how
Your people are
working
 To provide on the job
training
 To help him to tackle
difficult customers
 To boost moral of ASO/
ssm
 To identify Key
Customers
 Build relations with key
customers
 Know the impact of
marketing strategy
 Know competitors activity
 To know what customer
actually needs
 To motivate people

11. How to do joint working
• Inform your people well in advance, so that
they are prepared, this will improve their
efficiency
• Let him do the first call, don't disturb him at all,
you will come to know his natural way of
working
• Do the next call yourself to demonstrate how
he should be working

12. How to do joint working
Allow him to work don’t substitute his work
offer him tea/cold drink in between the work to
refresh his energy levels
Ensure coverage of all customers of beat are
covered without fail otherwise you my
miss them for entire month

13. How to do joint working
• Don’t discuss negative things with him during
calls, don't discuss sales with him during calls,
only put sales efforts, discuss how to improve
next call
• Motivate your people during the calls because
only if they are motivated they will produce
better result, appreciate him for good orders
booked by him

14. How to do joint working
When you have finished the joint work ,sit
some where, take him for tea and do a
post call analysis, what was good and
praise him on the spot

15. How to do joint working
 Discuss what was the improvement area and
how he can improve it
 Discuss sales performance (end of the day)
till date and balance to be achieved and how
he is going to achieve the month

16. Always Leave your people
Motivated
 when you leave the sales person he should be
motivated so that he work with better skills he
has learned from you for rest of the month.
 Never leave your sales person demotivated,
this will spoil his efficiency for many days

17. Leave your people
motivated
 Your success depends on how your people
work in your absence than how they work in
your presence

18. Understand Your Team
Members
 Each member of team is different
 They have different strengths and different
weakness
 They have different motivating factor
 They have different likes and dislikes

19. Understand Your Team
Members
 Combine the strength of each one your area
becomes full of strengths
 To combine them you have to build a team
 Remember your job is not to catch people doing
wrong things and punish them, your job is to
identify weakness, mistakes and correct

20. How to Motivate People ?
 You can only find out what motivates them
and help them to achieve
 Use tools available to for motivation-like
incentive, career growth ,recognition
 One of the major responsibility of a manger
is to motivate people

21. How to build team ??
 To build a team out of team members a
manager needs to be a good leader
 Who is a leader ???
 You are a leader if you can influence your
team members to follow you willingly to work
towards achieving target of your area

22.  You are a leader if your team members can
approach you any time without fear, be open
with you and look forward to solve their
problems
 You are a leader, if they accept their mistakes
before without fear, and believe that you will
help them to correct their mistake
 You are a leader if you people follow you blindly

23. Retaining people
Retaining Good people is major responsibility of
managers
People work for BOSS not for the company
70 % of the people who leave they leave because of
the BOSS not because of the company
For an employee his immediate BOSS is the
company, because he lives in the environment created
by him.

24. Hire the Best.
 It is not often true that applicants, who look
like they can sell, can actually sell.
 Your success depends on right selection of
sales person
 See that candidate has right attitude
 See his market experience
 See that he has a vehicle
 See that he is good in calculation
 See that he is computer literate
 See that he is not a job hopper

25. What makes you win ?
 It's not the will to win, but the will to prepare
to win that makes the difference
 It is the team work which makes you win

26. Final lesson
Remember you will be successful
as a sales manager when your
team wants you to be successful
So build a team out of your sales
force, and establish your
leadership and you will be a
Successful Sales Manager