Engage, Retain

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Engage, Retain Maximize Sales
team performance
HOW WHY WHEN WHOM WHO WHAT WHAT NOT
??????????
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WHO IS THE BEST SALES MANAGER ?
THE LEADER WHO ENGAGE THE TEAM BETTER
THE LEADER WHO RETAIN THE TEAM BETTER
THE LEADER WHO MAXIMIZE SALES BETTER
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KEY ACCOUNT BREAK IN
ITS A STATE ACCOUNT
GDP CONTRIBUTION IS 06.43
4TH POPULOUS ACCOUNT IN THE COUNTRY
HELD BY COMPETITION FOR LONG 34 YEARS
CUSTOMER COULD NOT EVEN DREAM ABOUT CHANGE
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KEY ACCOUNT BREAK IN
FORMATION OF TEAM
SET THE COMMON OBJECTIVE
DETAILED PLANNING
CONSISTENT PREPARATION
DYNAMIC COACHING
HIGHER LEVEL OF ENGAGEMENTS
COMMUNICATION DEMONSTRATION
CONSTANT TRUST BUILDING EXERCISES
FOCUSSED ON SMALL WINNINGS INSPIRED TEAM FOR
THE BIG
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KEY ACCOUNT BREAK IN
RESULT - 13TH MAY 2011
SHE BROKE IN THE ACCOUNT
THE ACCOUNT WEST BENGAL
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KEY ACCOUNT BREAK IN
FORMATION OF TEAM
SET THE COMMON OBJECTIVE
SET THE COMMON OBJECTIVE
DYNAMIC COACHING
DYNAMIC COACHING
DETAILED PLANNING
CONSISTENT PREPARATION
HIGHER LEVEL OF ENGAGEMENTS
HIGHER LEVEL OF ENGAGEMENTS
COMMUNICATION DEMONSTRATION
CONSTANT TRUST BUILDING EXERCISES
TRUST BUILDING
FOCUSSED ON SMALL WINNINGS INSPIRED TEAM FOR
THE BIG
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ALIGNING TO COMMON OBJECTIVES,VALUES ASPIRATIONS
HIGHER LEVEL OF ENGAGEMENTS
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HIGHER LEVEL OF ENGAGEMENTS
FULL ENGAGEMENT Occurs at the alignment of
maximum Job satisfaction maximum contribution
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ENGAGEMENT LEVEL
HIGH LEVEL CONTRIBUTION HIGH LEVEL SATISFACTION
ENGAGED 34
HIGH LEVEL CONTRIBUTION MED LEVEL SATISFACTION
CRASH BURNERS 11
HONEY MOONERS 13
ALMOST ENGAGED 29
LOW LEVEL CONTRIBUTION MED LEVEL SATISFACTION
MEDLEVEL CONTRIBUTION LOW LEVEL SATISFACTION
DISENGAGED 13
LOW LEVEL CONTRIBUTION LOW LEVEL SATISFACTION
Blessing White,Inc survey
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ENGAGEMENT LEVEL
ME MY MANAGER
TRUST FACTOR
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ENGAGEMENT LEVEL
ME MY MANAGER
EMPOWERMENT
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ENGAGEMENT LEVEL
ME MY MANAGER
COACHING
OBSERVE LISTEN PROBE FEEDBACK
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ENGAGEMENT LEVEL
ME MY MANAGER
REWARDS RECOGNITION
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ENGAGEMENT LEVEL
ME MY MANAGER
COMMON OBJECTIVE
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ENGAGING THE TEAM
COMMON OBJECTIVE
TRUST FACTOR
EMPOWERMENT
ALIGNALIGNALIGN
COACHING
REWARDS RECOGNITION
RESOURCES
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INTEND TO STAY BY ENGAGEMENT LEVEL
ENGAGED
CRASH BURNERS
HONEY MOONERS
ALMOST ENGAGED
70 YES
40 YES
60 YES
DISENGAGED
27 YES
Blessing White,Inc survey
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RETENTION
HIGHER LEVEL OF ENGAGEMENTS SMART GOALS WORK
CULTURE CAREER GRAPH COMPENSATION
CONSTANT COACHING
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CANON INDIA
KICK OFF MEET ORG GOAL TO DIV GOAL TO DEPT GOAL
PMS REVIEW/SET SMART GOAL/MUTUAL AGREEMENT
KNOWLEDGE/SKILLS/WISDOM STRATEGY /GOAL
SETTING LEADERSHIP SKILLS MANAGERIAL
CHARECTERISTICS SOCIAL RESPONSIBILITES
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Concentration
Continuous Learning career growth
Consistency
Clarity
Co-operation
Creativity
Constraints
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Canon
MAXIMIZING SALES
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Canon
MAXIMIZING SALES
instigation
imagination
innovation
inspiration
LEADERSHIP
investments
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Canons Growth Phase
1257Cr
840 cr
665 cr
510 Cr
378 cr
2010
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SUMMING UP
ALIGNING TO COMMON OBJECTIVES
COACHING IS THE KEY FACTOR
TRUST CULTURE FOR RETENTION
LEADERSHIP
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THANK YOU