Igniting Workplace Enthusiasm
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Testimonial

Pharmaceuticals

Abbott Truecare Pharma | Leadership

“The training program, which was running parallel to our month-end sales closing, was a productive learning experience. Most of my team members were struggling to achieve the desired objectives. Demotivated, I introspected and pursued some tactics to improve the situation. My normal instinct would be to become harsh and demanding. I tried changing my approach and applied the first principle of Visionary Leadership on ‘utilization of individual strength’. One of my colleagues, the Area Sales Manager, was struggling tirelessly and had lost confidence in turning around the situation. I had a detailed telephonic discussion with him, reminding him of his earlier success, his strengths, demonstrative abilities, great rapport with almost all stockists and strong ability to analyze data. This enabled him to identify gaps and by the end of the conversation, I found him to be confident of delivering the business again. The next day, he called to say that he had identified the gaps through the Stock Statement analysis of the stockists and ultimately delivered business worth INR9.50lacs the very next day, which superseded my expectation.”

- Suman Gangopadhay, Zonal Sales Manager

 

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