The Front line manager induction program has been structured well. we have christened it as RBA
the agenda flow is as follows
Talks about the transition from selling to managing & Role and responsibility of a FLM and then training them to manage the various management process as follows
Managing Process
8 main processes to be managed in FLM IP
1. Planning
Management theory
Practice at Ranbaxy
- BIZCOM Formats
- Rolling Activity Plan
- Customer& Geographical Coverage, CIS Document
- Target setting Principals
- CRM Planning
- Productivity / Performance Improvement Plan
2. Organizing
Management theory
Practice at Ranbaxy
Self
- Data Requirements - What Exits / Who Gives
- Data Communication -
- Monthly TP
- Daily Work sheet /DCR / Market visit report
- Field work
- Joint Field work Check list - 10 things to checked
- Running Check list
Team Group
- Rep Review meeting - How do I Organize
- Per work - During the meeting - Post meeting
- Cycle meetings
- Per work - During the meeting - Post meeting
- SLM Review Meeting - His own Review meeting
- Per work - During the meeting - Post meeting
3. Coordinating
Management theory
Practice at Ranbaxy
Need to discuss the role FLM plays in Coordinating with the following Departments
- C&F / MRA
- Marketing
- Sale Manager Boss
- Medical - ADRs - Dr Quires
- Training
- HR
4. Motivating
Management theory - Maslow / Herzberg
Practice at Ranbaxy
- Bravo
- Hats Off
- Appreciation Mailer
- How to write one / letter writing
- What to appreciate
- Incentive plan - specific to each BU
- VirAAt Championship Award
- Trophies
- Career planning
- Assessment and development centers
5. Performance Measurements
Management theory
Practice at Ranbaxy
- Input Factors
- Coverage
- Retail Coverage
- CIS Coverage
- Core Dr Coverage
- Missed doctor Analysis
- Activities Conducted
- CIS quality validation
- Name Recall Survey
- Out Put factors
- Performance
- Rs Value, % Ach, % CAGR, % Growth, AVR Growth
- Brand performance
- Incentive earners
- VirAAt Champions
- How many team members best in
- All
6. Evaluation Tools
Management theory
Practice at Ranbaxy
- Performance appraisal
- KRA / Weight ages / KPI
- Control Tools
- Code of conduct
- Adverse Drugs Reporting
- IFPMA Code
- Exigency Management
- Adversity Control
- Bad Press /
7. Control Tools
Management theory
Practice at Ranbaxy
8. Feedback
Management theory
Practice at Ranbaxy
- Feedback process
- Sales & Marketing Operation Survey
- Employee Engagement Survey
- External Agency Survey
- Open Feedback
- Up and down Feedback
- Feedback to other departments
- Medical / Marketing/ Training / Boss
- Positive and negative feedback
- How to receive and give feedback
- Prioritization
- SBU top 10 alignment and integration
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