Download - 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