The Role of an 'Area Business Manager' - II
“A leader is one who knows the way, goes the way and
shows the way.” – John Maxwell
With the designation of a Manager not just comes
power but many responsibilities too. It becomes a manager’s responsibility to
make sure that their team follows the process, consistently strives towards
producing phenomenal outcomes and sets a new bench mark every time. He becomes
solely responsible for every action of the team.
Here are a few tips to make sure that the team
performs efficiently all the time and maintains the code of conduct.
Make them follow the process –
It
is a manager’s responsibility to make sure that the team follows the process.
He must guide and correct the team members when they are losing focus or doing
anything in an incorrect manner. Not guiding the team with regards to the
process because of the fear of losing them is not just causing harm to the team
member’s growth but would also affect the entire team’s performance.
Know your Company & Industry –
As
a manager it is very vital for you to know about the policies, rules &
regulations of your organization and your industry. It is important for you to
always stay updated about any changes, any amendments and any modification that
takes place in the policies and regulations. I’ve seen many leaders suffering
due to lack of knowledge about their organization and the industry regulations.
When
you have in-depth working knowledge about customer relationship policy of the
organization and industry regulations like Universal Code of Pharmaceutical
Marketing Practices, it helps you in handling customer needs better.
Establishing better relations with customer helps you build and retain a vast
clientele. We must always seek help from the concerned departments if we ever
have any doubts and confusion regarding the policies and regulations of the organization.
Act as a role model-
It is very important for a
successful manager to visit flashback and draw lessons from the past. He must
act as a role model for other salesmen and highly inspire them. It is very
important to train people by setting examples in front of them and the best way
to train them is by acting as their role model. A sales manager will only excel
when he keeps a track of each of his team member’s requirements and strategizes
accordingly. Disciplined and planned actions are equally important to make the
strategies work and deliver remarkable results.
Planning
everything in advance is a major habit that an ABM should bring in every day
practice. He should constantly stay updated about the team members and the
on-goings in his company and the industry. He should continually keep upgrading
his plans, strategies and experiment with new patterns of working to find out a
method to derive maximum results. To be a successful ABM one must exhibit great
importance to their work. He should adhere to the rules and norms and always
keep his deadlines in mind, to stay in the safe zone he should always buy extra
time instead of missing the timelines.
If,
for instance an ABM has committed any distributor, customer or retailer that he
would revert within a particular number of days, it is very important for him
to keep the timeline in mind and revert before time. If anything is causing
delay in his work he must inform them about the situation in an honest manner. One
must always keep in mind that “It takes
a lot of time in earning respect but it just takes a few seconds to lose it.” Time
is something we should be very cautious about all our lives.
Well
planned managers always earn respect from all their subordinates as well as superiors
who help them in their career growth. It is very essential to follow certain
things throughout your life in order to achieve pinnacles and reach great
heights. My next blog would be the last section of tips for becoming a
successful ABM, it would talk about a few measures to be taken to motivate the
team and a few don’ts an ABM should keep in mind.
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