on a path to lead
TRANSCRIPT
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