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What you will learn out of this training ? What induction…actually means What induction…actually means Who is responsible for induction ? Who is responsible.

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Presentation on theme: "What you will learn out of this training ? What induction…actually means What induction…actually means Who is responsible for induction ? Who is responsible."— Presentation transcript:

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3 What you will learn out of this training ? What induction…actually means What induction…actually means Who is responsible for induction ? Who is responsible for induction ? How to induct M.R How to induct M.R Impact of good induction on M.R Impact of good induction on M.R Check list of induction Check list of induction What to train in induction What to train in induction What to find in induction about M.R What to find in induction about M.R How to do joint working with new M.R How to do joint working with new M.R

4 Induction of M.R is responsibility of First Line Manager A newly appointed MR is an important asset to the whole organization. A newly appointed MR is an important asset to the whole organization. To develop and groom this vital human resource is one of the most important responsibilities of a Field Manager. To develop and groom this vital human resource is one of the most important responsibilities of a Field Manager.

5 Success of M.R depends upon how he is inducted into field A newly recruited team member needs support, confidence and guidance. A newly recruited team member needs support, confidence and guidance. To a great extent his success depends upon how he is inducted into the field. To a great extent his success depends upon how he is inducted into the field. M.R learns value system during induction M.R learns value system during induction

6 Success of M.R depends upon how he is inducted into field Proper induction ensures that the newly recruited team member becomes integrated both functionally and socially into the organization and its environment. Proper induction ensures that the newly recruited team member becomes integrated both functionally and socially into the organization and its environment. This also instills confidence and pride in him and makes him feel a part of the organization (reverse will reverse the result) This also instills confidence and pride in him and makes him feel a part of the organization (reverse will reverse the result)

7 Induction of new M.R Induction of a new M.R is a very important Induction of a new M.R is a very important It is like..how we welcome a new Bride in our house ? It is like..how we welcome a new Bride in our house ? We try to provide every help to her We try to provide every help to her We talk to her nicely We talk to her nicely We show her entire house, even the wash room,so that she does not feel any trouble We show her entire house, even the wash room,so that she does not feel any trouble We see that she gets proper entertainment We see that she gets proper entertainment We show her that her presence is extremely pleasant, she is extremely important..Sabka ankh ka Tara We show her that her presence is extremely pleasant, she is extremely important..Sabka ankh ka Tara

8 Induction of new M.R What happens when we do all this to her ? What happens when we do all this to her ? She tends to forget her paternal house and starts accepting the in laws from core of heart She tends to forget her paternal house and starts accepting the in laws from core of heart She respects..her mother in law, treats her like her mother…but this will happen only when..the mother in law treats her like daughter She respects..her mother in law, treats her like her mother…but this will happen only when..the mother in law treats her like daughter If first impression is good relationship last life long If first impression is good relationship last life long

9 Induction of new M.R Let us hear the other story… Let us hear the other story… When a new born child is born in the house, we all are happy and take care of the child in every respect When a new born child is born in the house, we all are happy and take care of the child in every respect Whatever treatment we give to the child, comes from the heart and it gives us pleasure Whatever treatment we give to the child, comes from the heart and it gives us pleasure Every pain we take for the child is not actually felt as pain but a great pleasure Every pain we take for the child is not actually felt as pain but a great pleasure Induction of M.R should be like arrival of new child in the family (as pleasant) Induction of M.R should be like arrival of new child in the family (as pleasant) We must celebrate every induction We must celebrate every induction

10 Induction of new M.R Induction of a new M.R has to be like we welcome a new bride and like we take care of a new child in the family Induction of a new M.R has to be like we welcome a new bride and like we take care of a new child in the family Though the first line managers a primarily responsible for induction of new M.R every line manager is responsible for effective induction Though the first line managers a primarily responsible for induction of new M.R every line manager is responsible for effective induction

11 What happens if induction is good ? M.R is motivated M.R is motivated He feels emotionally attached to his ASM/ZSM He feels emotionally attached to his ASM/ZSM He accepts the organization He accepts the organization He puts his best into his work He puts his best into his work He sticks to the organization He sticks to the organization He visualizes career in organization He visualizes career in organization He accepts responsibility,accountability and follows directions of his superiors He accepts responsibility,accountability and follows directions of his superiors Work becomes the focus..not job search Work becomes the focus..not job search

12 Check list of induction I had the experience of working with new M.R recently inducted by his ASM and he was working without a doctors list ??? I had the experience of working with new M.R recently inducted by his ASM and he was working without a doctors list ??? New M.R was not even trained well on detailing New M.R was not even trained well on detailing Do you think we should send our people like this to field ??? Do you think we should send our people like this to field ??? Answer is..never..ever send your M.R to field without preparing them, they will get frustrated and very soon & leave you Answer is..never..ever send your M.R to field without preparing them, they will get frustrated and very soon & leave you

13 What to train in induction of Business sense Business sense Product knowledge Product knowledge Corporate policies Corporate policies Corporate value system Corporate value system Customer orientation (Rx focus) Customer orientation (Rx focus) How to detail products How to detail products RCPA RCPA Importance of maintaining discipline Importance of maintaining discipline Integrity,adaoptability,flexebility and mobility Integrity,adaoptability,flexebility and mobility Importance of grooming Importance of grooming Importance of reporting Importance of reporting

14 What to train in induction of M.R Importance of selecting right doctor and how to select right doctor for right product (through RCPA) Importance of selecting right doctor and how to select right doctor for right product (through RCPA) Importance of regular visit to doctors Importance of regular visit to doctors Importance of POB Importance of POB Importance of achieving targets on monthly basis Importance of achieving targets on monthly basis Importance of timely reporting Importance of timely reporting Importance of working in Ozone for long tome Importance of working in Ozone for long tome How to improve in clinic performance How to improve in clinic performance I f all above activities are done, target will be achieved automatically, there is no SHORT CUT I f all above activities are done, target will be achieved automatically, there is no SHORT CUT

15 What to learn in induction What are the hobbies of MR ? What are the hobbies of MR ? What are the dreams of M.R(managers job is to help him in achieving his dreams) ? What are the dreams of M.R(managers job is to help him in achieving his dreams) ? What are likings of M.R ? What are likings of M.R ? What he dislike ? What he dislike ? Know his family ? Know his family ? Know his career plan (help him to achive the same) ? Know his career plan (help him to achive the same) ? Know what he expects from you…company ? Know what he expects from you…company ? What are his developmental needs ? What are his developmental needs ? What are his fears ? What are his fears ?

16 Checklist of induction (minimum) See that MR is able to detail See that MR is able to detail Bag Bag Visual Aid Visual Aid Doctors list Doctors list Chemists list Chemists list List of all important persons with their phone number and email (including distributors) List of all important persons with their phone number and email (including distributors) Literatures Literatures Samples Samples Report book Report book Order book Order book

17 How to induct M.R in the field New M.R should not be sent to the market alone New M.R should not be sent to the market alone ASM should plan joint working for 6 days (4+2) in the first month (no exception) ASM should plan joint working for 6 days (4+2) in the first month (no exception) ZSM should plan work with new M.R for 2 days (no excuses) ZSM should plan work with new M.R for 2 days (no excuses) ASM should introduce him to distributors/important doctors/chemists ASM should introduce him to distributors/important doctors/chemists

18 How to induct M.R in the field There are many examples when a new M.R is sent to field work alone, he gets many negative influence in the market place There are many examples when a new M.R is sent to field work alone, he gets many negative influence in the market place He faces problems/ difficult customers which he can not handle and he gets frustrated He faces problems/ difficult customers which he can not handle and he gets frustrated He faces distributors/doctors/chemists who may talk negative of company and new M.R may get frustration and may feel that he is at wrong place He faces distributors/doctors/chemists who may talk negative of company and new M.R may get frustration and may feel that he is at wrong place End of the months mangers shout at this poor man for number…mujeh nahi pata tum kaise karo ge…magar target tumko achieve karna hai nahi to naukri chod do End of the months mangers shout at this poor man for number…mujeh nahi pata tum kaise karo ge…magar target tumko achieve karna hai nahi to naukri chod do

19 Guess what happens next ? Naukri.com The poor chap feels it easy to change job than to face the problems he can not solve The poor chap feels it easy to change job than to face the problems he can not solve Most of the time people leave immediate Boss not the company Most of the time people leave immediate Boss not the company Immediate boss plays most important role in retaining employee or employee turn over Immediate boss plays most important role in retaining employee or employee turn over

20 How we induct a M.R decides he will stick to us and perform or he will not stick to us or he will stick to us but remain demotivated and under perform How we induct a M.R decides he will stick to us and perform or he will not stick to us or he will stick to us but remain demotivated and under perform Let us learn how to induct a M.R in the field Let us learn how to induct a M.R in the field

21 Purpose of joint working with new M.R To show how ozone wants him to work To show how ozone wants him to work To provide on the job training To provide on the job training To help him to tackle difficult customers To help him to tackle difficult customers To boost moral of M.R, when challenges come To boost moral of M.R, when challenges come To introduce him to Key Customers To introduce him to Key Customers

22 Purpose of joint working Build your leadership with M.R Know the strength and weakness of M.R To know he actually needs To motivate him

23 How to do joint working Inform your M.R well in advance, so that they are prepared, this will improve their efficiency Do the first 3 calls, to demonstrate, then let him do the calls himself Discuss after each call what was good and what bad ? No don’t call it bad call it area of improvement

24 How to do joint working Allow him to work don’t substitute his work, he will learn only if he works 0ffer him tea/cold drink/food in between the work to refresh his energy levels Never ask him to share food expenses, it is your responsibility as a senior to spend on him Ensure coverage of all doctors as per day’s plan Try to visit as many doctors as possible, he should understand in pharma business is..doctors call Make him understand that his career depends on Doctors calls

25 How to do joint working Don’t discuss negative things with him during calls, don't discuss sales with him during calls, only put sales efforts, discuss how to improve next call Motivate your people during the calls because only if they are motivated they will produce better result, appreciate him for good orders booked by him To motivate him find out any good effort by him and praise him on the spot

26 How to do joint working When you have finished the joint work,sit some where, take him for tea and do a post call analysis, what was good and praise him on the spot, and let him know what he needs to improve, discuss next day objective with him Discuss sales performance (end of the day) till date and balance to be achieved and how he is going to achieve the month New M.R may not know how he can achieve target, give him clear action plan which he can follow in order to achieve target For new M.R first two month ASM should take the responsibility of target achievement (show him success)

27 Always Leave your people Motivated when you leave the M.R he should be motivated so that he work with better skills he has learned from you for rest of the month. when you leave the M.R he should be motivated so that he work with better skills he has learned from you for rest of the month. Never leave your sales person demotivated, this will spoil his efficiency for many days Never leave your sales person demotivated, this will spoil his efficiency for many days There should be value addition in every joint working, if M.R learns from you during joint working he will respect you from heart, and will look forward to your visit There should be value addition in every joint working, if M.R learns from you during joint working he will respect you from heart, and will look forward to your visit

28 Recognizing new employees People will forget what you said. People will forget what you did. But people will never forget how you made them feel.” Never make feel people bad…don’t say people.. you are bad…let them know what they need to improve…may be detailing..product knowledge….RCPA etc. No body is good or bad..we all have different strengths and weakness Speak more about the strength of new M.R

29 Leave your people motivated Your success depends on how your people work in your absence than how they work in your presence Your success depends on how your people work in your absence than how they work in your presence So people should learn from your joint working So people should learn from your joint working and work with improved skills after joint work and work with improved skills after joint work

30 What an M.R follows ? M.R will not follow what you teach M.R will not follow what you teach M.R will not follow what you preach M.R will not follow what you preach M.R will follow what ? M.R will follow what ? M.R will follow what you practice in front of them in the field (demonstrate) M.R will follow what you practice in front of them in the field (demonstrate) M.R will learn from you if you are able to convert a difficult doctor which M.R was finding impossible to convert, he will respect you for your skills not for your position M.R will learn from you if you are able to convert a difficult doctor which M.R was finding impossible to convert, he will respect you for your skills not for your position M.R is mirror image of his ASM M.R is mirror image of his ASM

31 Summary Train new M.R before you expect results from him Train new M.R before you expect results from him Know that every new person will take some time to settle down Know that every new person will take some time to settle down Know that every new M.R needs Know that every new M.R needs Know that every new M.R needs your extra time in the field (not on phone) Know that every new M.R needs your extra time in the field (not on phone) Know that we can either make new M.R performing or perish Know that we can either make new M.R performing or perish ASM need to take complete ownership for new M.R ASM need to take complete ownership for new M.R ASM’s first job is to build relationship with new M.R ASM’s first job is to build relationship with new M.R Learn to give solutions to new M.R Learn to give solutions to new M.R Build emotional bond with new M.R Build emotional bond with new M.R Visit his house, meet his family members..this will bring him close to you. Visit his house, meet his family members..this will bring him close to you. Treat him as your family member, he will probably never leave you, rather he will love to go with you where ever you go Treat him as your family member, he will probably never leave you, rather he will love to go with you where ever you go

32 Summary M.R SHOULD LOOK FORWARD TO YOU FOR SOLUTION TO HIS PROBLEMS,AND IF YOU CAN PROVIDE THAT,HE WILL ALWAYS LOVE TO WORK WITH YOU M.R SHOULD LOOK FORWARD TO YOU FOR SOLUTION TO HIS PROBLEMS,AND IF YOU CAN PROVIDE THAT,HE WILL ALWAYS LOVE TO WORK WITH YOU IF YOU ARE NOT PROVIDING SOLUTIONS TO HIM,HE WILL LOOK OUTSIDE LEADERSHIP…THERE IS NO REASON WHY PEOPLE SHOULD STICK TO YOU IF YOU ARE NOT PROVIDING SOLUTIONS TO HIM,HE WILL LOOK OUTSIDE LEADERSHIP…THERE IS NO REASON WHY PEOPLE SHOULD STICK TO YOU

33 Recognizing new employees People will forget what you said. People will forget what you did. But people will never forget how you made them feel.”

34 FINAL WORDS HOW YOU WELCOME A NEW EMPLOYEE DECIDES HOW YOU WELCOME A NEW EMPLOYEE DECIDES HOW MANY FAREWELL HOW MANY FAREWELLYOU HAVE TO GIVE

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