role of manager

Welcome

Role of Institution Managers

Dr.K.Manivannan

Institution Manager

• Superstar sales managers are far rarer to find than are superstar salespeople

• The truth is that no one will ever perform any better than they are expected to perform... coached to perform or held accountable for their level of performance

..,by Bill Brooks

Effective sales manager

• It is this expectation and ongoing development role that the most effective sales managers fulfill.

Qualities of Manager

Competency Teambuilding Integrity Consistency Tact

WHAT IS A COMPETENCY?

• A competency is a persistent pattern of behavior resulting from a cluster of:

• knowledge,• skills,• abilities, • motivations - attitudes values beliefs personality

that define a coherent facet of overall competence

needed for exceptional performance.

WHAT YOU SEE & WHAT YOU DON’T

• Competency: • Persistent Pattern of

Behavior

• Enabled by • Knowledge, Skill, and Ability• (Capability;Could You Do It

With A Gun to Your Head?)• and Driven• by Motives: Values,

Attitudes,• Beliefs, Personality, Trait,

Instinct This is an ice berg

Qualities of Manager

Team building Integrity - Simply doing what is right no matter

what the outcome. Consistency - Salespeople need to know, with

some degree of predictability how their sales manager will act or react to issues or events.

Tact - Quite often it is not what someone says that is important. Just as often as not it is how they say it. That is tact.

Role of institution Manager

Planning Market analysis, Business development Product placingBrand buildingMarket penetration

Role of institution Manager

People development- Customer relationship/satisfaction Problem Vs SolutionTeam internal Vs corporateExecuting the Plan

Role of institution Manager

Proactive review-ProblemsProduct managementEffective manager should proactive and

fore cast to companyReporting

Work analysis

• An example of work schedule by us

• With time split in%• In that 63%• We spend mostly for

reaction

15%

11%

11%63%

Planing

Peop. Dev

Proactive

Other

36%

19%

24%

21%

Reaction

Reporting

Admn

Customer

Time split

Other activity split

The desired changes

The desired change

23

1215 15

11 1113

75

10

20 19 2024

0

5

10

15

20

25

30

React

ion

Reporti

ng

Admn

Planni

ng

Peop D

ev

Proac

tive

Custom

er

Existing

Desired

Thank you