on a path to lead

Experience ….

The First Dimension

the field I service

This … is

A mirror reflection !

A mirror reflection !

of … myself

What …

our field wants us to be……….

A few phrases we come across…..

“I want you to…”

…seems manipulative to many people

“I don’t care what YOU need or want

You are supposed to take care of MY needs”

“I will try”

“People hear those words as a commitment !”

People don’t hear the uncertainty

If it doesn’t happen you will UPSET them”

“But”

Substitute the …

BUT with HOWEVER

“However its Ok to use”

It’s a more positive transition to the new information

“procedure demands…”

It aggravates customer interaction

“Its against our policy …”

Words to avoid !

“Can’t”

“Have to”

Understand the Needs

Put yourself in your Field's shoes

Hierarchy of needs

Sit him by the fire ,Feed him ,Let him sleep, Don’t get extra clever ,…Present simply and satisfy the need

Man is a social animal ,He would like to keep “good standing in the community ”…recognise and satisfy this greed

…does your proposal boost his self esteem

My teamThe Second Dimension

4%

5%

9%

34%

48%

MOVE AWAY / FAMILY RESONS

FORM OTHER FRIENDSHIPS

FOR COMPETITIVE REASONS

BECAUSE OF IMPROPER SUPERIOR HANDLING

QUIT BECAUSE OF AN ATTITUDE OF INDIFFERENCE ON THE PART OF TEAM HE IS WORKING WITH

Why do PEOPLE quit?

*** Courtesy: survey conducted by McKinsey Corp on Indian Corporates and Culture, 2006

On issues that can be resolved !

The Differences …

Attend to the ISSUE to resolve

The Field's ‘Frame of Mind’

EMOTIVE, ANGRY, SAD, ANXIOUS, UPSET !

CONCERNED, UNHAPPY, RUDE !

To bridge that gap …

THE SOLUTION...

WARM FRIENDLY & FOCUSSED !

need to be …

But field...

… has great expectations !

And field...

… can be difficult !

And field...

… can be demanding !

But still …

My understanding

I am paid to ensure that the local organization runs !

hence I have to be …

DIRECT, RATIONAL, LOGICAL, INFORMATIVE, FOCUSSED

so ….I was a SPOC – Single Point of Contact for every thing a Knowledge resource not a part of problem but a solution by myself persistent given Respect and Honor which i have built over the past few

years with my continuous rapport with cross functions, channel partners which have a bearing on the core function of the company.

having a Vision – the fields vision is your vision building capacity taking care of people ‘I can do what you do’

That’s what makes you to be accepted as leader

my communication was always

I want you to become this …………. I can take you here ………….. I can help you in become this ………. It is here you need support ………. I am there for your help

Wishing you all the best and a great career