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How to Become an Effective Front-line Manager?

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Believe in Your Gifts Even When Others Don’t!

But don't just sit down and expect your gift to somehow change your life. Sharpen your gift like a blacksmith sharpens iron with fire and hammer till it becomes a useful tool.

Only then it will become crystal clear to others that you're gifted! Then your life will change!

Enroll today in MedicinMan Certification Program for FLMs - 12 Modules in 12 Months will sharpen you into an Effective Business Manager and an Inspiring Sales Team Leader.

Published in: Healthcare
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How to Become an Effective Front-line Manager?

  1. 1. Get In Touch! Email ID: anupsoans@gmail.com Mobile: +91-968-680-2244 Like us on Facebook: www.facebook.com/medicinman.net Certification Program for Front-line Managers in Pharma Field Force Management PROSPECTUS2015 - 2016 Breaking Performance Barriers
  2. 2. Page 2 Table of Contents INTRODUCTION........................................................................................................ 3 1. Introduction: Managing Business and Leading People .................................................. 4 2. Key Goals and Outcomes.............................................................................................. 4 3. USPs of the Program..................................................................................................... 4 CREDENTIALS.......................................................................................................... 5 1. MedicinMan................................................................................................................... 6 1.1 India’s First Magazine for Pharma Field Force Excellence ....................................... 6 1.2 Field Force Excellence (FFE) Conference and BrandStorm..................................... 6 1.3 Social Media Engagement ....................................................................................... 6 2. Anup Soans................................................................................................................... 7 2.1 Elevator Pitch........................................................................................................... 7 2.2 Credentials............................................................................................................... 7 2.3 Editor, MedicinMan – India’s 1st Magazine for Field Force Excellence...................... 7 2.4 Professional Background ......................................................................................... 7 AERIAL VIEW............................................................................................................ 8 1. Snapshot of Modules..................................................................................................... 9 METHODOLOGY & LOGISTICS............................................................................. 10 1. Open Program for Self Sponsored & Company Sponsored Candidates....................... 11 2. Corporate Plan for Company Sponsored Candidates .................................................. 12 INVESTMENT .......................................................................................................... 13 1. Fee per Candidate....................................................................................................... 14 2. Payment Terms ........................................................................................................... 14 3. Payment Options......................................................................................................... 14 MODULE DETAILS ................................................................................................. 15 1. Mindset Change .......................................................................................................... 16 2. Understanding Self and Others.................................................................................... 16 3. What Creates a Satisfied Customer?........................................................................... 16 4. Who are KOLs and KBLs? Understanding the Rx Market Dynamics ........................... 16 5. Planning, Organizing, Executing and Monitoring for Effective Time Management........ 16 6. Understanding the Importance of Effective Communication......................................... 16 7. Critical thinking and Problem Solving........................................................................... 17 8. How to be an Effective Sales Team Leader................................................................. 17 9. Five Sources of Power to Manage Business and Lead People.................................... 17 10. Employee Engagement Vs Employee Dissatisfaction................................................ 17 11. Situational Leadership ............................................................................................... 17 12. What every FLM should know about SFE.................................................................. 17 GRADUATION......................................................................................................... 18 1. Certificate .................................................................................................................... 19 2. Graduation................................................................................................................... 19 3. Alumni ......................................................................................................................... 19 REGISTRATION ...................................................................................................... 20 CONTACT US.......................................................................................................... 20
  3. 3. Page 3 INTRODUCTION 1. Introduction 2. Key Goals and Outcomes 3. Unique Selling Proposition (USP)
  4. 4. Page 4 1. Introduction: Managing Business and Leading People The pharma front-line manager (FLM) is key to translating boardroom strategy to on-the-field implementation. A competent FLM knows how to align team members and use resources entrusted by the Company, to deliver outstanding performance. Yet most FLMs are handed the job without the skills to Manage Business and Lead People – the two most important functions of an FLM. As a result business suffers and the team is left frustrated. The certification program addresses precisely this skill-gap. Delivered in 12 modules over 12 months, the program is designed to drive implementation and collectively assess outcomes through monthly contact sessions, workbooks and take-away resources. 2. Key Goals and Outcomes By focusing on the skills needed to effectively manage business and lead a team, the program will deliver the following outcomes: 1. Sharpen the Sales Team Leadership skills of FLMs and their Ability to Attract, Develop and Retain Medical Reps. 2. Sharpen the Business Management Skills of Front-line Managers and Enable them to Create Rapport and Build Lasting Relationships with Doctors 3. USPs of the Program 1. Simple and relevant. The program has been designed to directly address the needs of front-line managers in the Indian pharma industry. The program takes cutting-edge management ideas and simplifies and contextualizes it for quick recollection and implementation. 2. Focus on behavioural change. At the start of each module, candidates will be asked to prepare a Personal Action Plan (PAC) to implement the learning from the module over the following month. In the subsequent contact session, the PAC of the candidates will be reviewed and discussed along with challenges faced. 3. Digital and social media powered. Making FLMs digital and social media savvy. Candidates will receive inputs throughout the month via closed groups on social media like Facebook and LinkedIn, where they will also be able to interact with other participants and share ideas. Candidates will be able to reach out to the facilitator via email and social media to ask questions and receive guidance. 4. Short videos on various topics. Field Force relevant topics like “Good Hiring Practices”, “Coaching”, “SFE”, “Doctor Profiling”, “KOL Management” and others by industry thought leaders.
  5. 5. Page 5 CREDENTIALS 1. MedicinMan 2. Anup Soans
  6. 6. Page 6 1. MedicinMan This certification program has been carefully crafted from our extensive and immersive experience in the Indian Pharma Industry. Our interactions with thousands of pharma professionals, at all levels in the sales, HR, L&D, and marketing functions, have given us profound insights into the needs of the Front-line Manager in the present Economy. By distilling these insights and applying our expertise in Learning and Development, we have developed a power-packed 12 module certification program designed to transform your frontline sales organization. Below, we have highlighted some of our key industry touch points and engagements. 1.1 India’s First Magazine for Pharma Field Force Excellence MedicinMan has championed the cause of Field Force Excellence in the Indian Pharmaceutical Industry since 2011, when it launched the first magazine dedicated to Pharma Field Force Excellence. With 50 issues and over 300 articles published on various topics of Field Force Excellence, we can confidently call ourselves Leaders in Field Force Excellence in India. 1.2 Field Force Excellence (FFE) Conference and BrandStorm Every year, MedicinMan brings together industry leaders at the Field Force Excellence (FFE) conference held at a 5-star hotel venue in Mumbai. Each conference begins with a CEO Roundtable and is attended by stalwarts of the industry. Over the years, this has given us unparalleled access to the thinking of Indian pharma and the needs of its Field Force. 1.3 Social Media Engagement MedicinMan has an extensive presence on Social Media, where discussions on key issues are initiated and knowledge is shared. The open and informal nature of social media prompts an uninhibited flow of thoughts and gives a realistic picture of the needs and challenges of the Field Force.
  7. 7. Page 7 2. Anup Soans 2.1 Elevator Pitch Anup is a Learning and Development (L&D) facilitator for pharma front-line professionals. Anup has worked with India’s leading pharmaceutical companies (including Pfizer, Astra Zeneca, Merck, GSK, Novartis, Biocon, Dr. Reddy’s, Zydus Cadila and Cipla) for over a decade, helping them transform their front-lines using L&D as a strategic tool. Anup’s vision for the future of the field force comes from his daily interactions with thousands of pharma professionals over LinkedIn, Facebook, SlideShare and Twitter. 2.2 Credentials Anup has delivered The Bullet Proof Manager of Crestcom International, a program attended by over 10 million professionals globally. He has also delivered the international programs of BlessingWhite (US) Psytech (UK) a psychometric service provider. Anup has an MBA in HR from the University of Wales, UK. He has written two bestsellers for pharma front-line professionals: HardKnocks for the GreenHorn and SuperVision for the SuperWiser Front-line Manager. He is also the author of Repeat Rx, a structured program designed to enable the field force to create trust and build relationships with doctors. Anup is a contributor to The Art of Modern Sales Management by ASTD Press. 2.3 Editor, MedicinMan – India’s 1st Magazine for Field Force Excellence Anup is the Founder-Editor of MedicinMan - India’s first monthly magazine devoted to the cause of Field Force Excellence in Pharma. He is the convener of Field Force Excellence Conference held in Mumbai every year, which kicks off with a CEO Roundtable attended by Indian pharma’s most well-known CEOs. 2.4 Professional Background Anup has over 30 years of experience in the Indian pharma industry. He began his career as a Medical Rep, then worked as a front-line manager both in pharma and medical devices. He moved into the CME space where he spent 12 years, eventually rising to the position of Executive Director. In this capacity, he established a network of over 1,000 KOLs in all major specialties making his company a leader in the publication of scientific journals and customized inputs for pharma. Fulfilling his passion for learning and development, Anup became a full-time L&D facilitator in 2004. .
  8. 8. Page 8 AERIAL VIEW 1. Snapshot of the Modules
  9. 9. Page 9 1. Snapshot of Modules MODULE 1 Mindset Change - Moving from a ‘Fixed Mindset’ to a ‘Growth Mindset’ MODULE 2 Understanding Self and Others - The Key to Emotional Intelligence MODULE 3 What Creates a Satisfied Customer? MODULE 4 Who are KOLs and KBLs? Understanding the Rx Market Dynamics MODULE 5 Planning, Organizing, Executing and Monitoring (POEM) - For Effective Time Management MODULE 6 Understanding the importance of Effective Communication - For In- clinic Performance MODULE 7 Critical Thinking and Problem Solving MODULE 8 How to be an Effective Sales Team Leader - Team Building and Team Working MODULE 9 Five sources of power to Manage Business and Lead People - Using Authority vs. Influence MODULE 10 Employee Engagement Vs Employee Dissatisfaction - Key to Reducing Attrition MODULE 11 Situational Leadership - Training, Facilitating, Coaching and Mentoring Medical Reps MODULE 12 What every FLM should know about SFE - For Effective Territory Coverage
  10. 10. Page 10 METHODOLOGY & LOGISTICS 1. Duration 2. Delivery 3. Batch Size
  11. 11. Page 11 Registration can be done through an Individual Plan or through a Corporate Plan. Details for each are given below. 1. Open Program for Self Sponsored & Company Sponsored Candidates Location Mumbai and Bengaluru Duration 12 months Method of Delivery 1. Twelve Live Workshops 2. Pre-program and post-program resources: 3. Workbook – designed to ensure that learning from each module is implemented 4. Interaction with the Facilitator through the month over social media and email. Social Media Making the Front-line Managers Digital and Social Media Savvy Candidates will receive regular learning and development inputs from the Facilitator via social media like Facebook, LinkedIn, SlideShare and Twitter. Each batch will be part of closed groups where they can interact and discuss with other candidates. Live Workshop dates One Saturday or Sunday, monthly Batch Size 30 Commencement January 2016
  12. 12. Page 12 2. Corporate Plan for Company Sponsored Candidates 1 All travel and accommodation expenses ex-Bengaluru to be borne by the company. Location As per requirement1 . Duration 12 Months Method of Delivery 1. Four Live Workshops (1 per Qtr) + 9 Webinars 2. Pre-program and post-program resources 3. Workbook – designed to ensure that learning from each module is implemented 4. Interaction with the Facilitator through the month over social media and email. Social Media Making the Front-line Managers Digital and Social Media Savvy Candidates will receive regular learning and development inputs from the Facilitator via social media like Facebook, LinkedIn, SlideShare and Twitter. Each batch will be part of closed groups where they can interact and discuss with other candidates Batch Size As per requirement of the company. Live Workshops will be limited to 25-30 participants per workshop. Commencement As per requirement
  13. 13. Page 13 INVESTMENT 1. Fee per Candidate 2. Payment Terms 3. Payment Options
  14. 14. Page 14 1. Fee per Candidate INR 60,000.00 + service tax as applicable 2. Payment Terms 1. Full payment to be made before start of the program by cheque or account transfer 2. Fee is Non-refundable 3. Fee is inclusive of pre-program resources, workbook and webinars 4. Fee is exclusive of travel and accommodation charges for workshops held ex-Bengaluru for company sponsored programs 3. Payment Options 1. Cheque made out to “Knowledge Media Venturz LLP” 2. Bank transfer (details below) BANK: AXIS BANK BRANCH: GOREGAON WEST, MUMBAI (MH), GR FLR, PATKAR COLLEGE, S V ROAD, GOREGAON WEST, MUMBAI - 62. ACCOUNT NAME: KNOWLEDGE MEDIA VENTURZ LLP ACCOUNT NO: 913020033732313 IFSC CODE: UTIB0000647
  15. 15. Page 15 MODULE DETAILS 1. List of Modules and Brief
  16. 16. Page 16 Each program can be tailored according to the requirements of the client. Below is a list of modules clients may choose from. We suggest you contact us with your learning and development requirement so we can guide you with this process for optimal program outcomes. 1. Mindset Change Brief: Workshop based on Carol Dweck’s research on Fixed and Growth Mindset. Objective: Making candidates to realise that barriers to performance improvement exist in their minds and not in the marketplace. Business growth is an outcome of personal growth. 2. Understanding Self and Others Brief: The module begins with a “Blind-spot Test” and leads to an introduction to Emotional Intelligence. Objective: Knowledge of self is essential to create self-awareness leading to self- development and awareness of others for better interpersonal relations/team development and team-working. 3. What Creates a Satisfied Customer? Brief: Customers want to interact with competent salespeople. A competent salesperson = satisfied customer. Objective: How to build a team of competent sales people through on-the-job coaching instead of playing the role of a super salesperson. KA$H2 = Cash. 4. Who are KOLs and KBLs3? Understanding the Rx Market Dynamics Brief: Cultivating Key Opinion Leaders (KOLs) and Key Business Leaders (KBLs) are key to business success but require very different approaches. Objective: How to be able to make the distinction between Rx influence of KOLs and Rx potential of KBLs. How to best leverage the influence of KOLs through profiling and targeting. 5. Planning, Organizing, Executing and Monitoring (POEM) for Effective Time Management Brief: Activity-based. “Tower Building” exercise with paper cups for clarity on POEM followed by de-brief – learning to unlearn practices that don’t work and relearn productive ways of working. Objective: To understand the importance of Planning, Organizing, Executing and Monitoring in managing the business through optimum utilization of resources with a clear and measurable ROI. 6. Understanding the Importance of Effective Communication Brief: Effective communication is the cornerstone of being an effective sales team leader – everything communicates Objective: Learning Active/ Discovery listening; body language, dialogue, voice modulation, creating context and relevance, understanding content and intent of doctor’s feedback/ questions/ objections. 2 Knowledge, Attitude, Skills and Habits 3 KOL = Key Opinion Leader; KBL = Key Business Leaders
  17. 17. Page 17 7. Critical thinking and Problem Solving Brief: Case study based. Objective: Gain understanding of how the business works from the customer’s perspective and how productivity works from team member’s perspective. 8. How to be an Effective Sales Team Leader Brief: Understanding the difference between managing and leading Objective: Learn to manage business with business acumen and lead people with emotional intelligence. 9. Five Sources of Power to Manage Business and Lead People Brief: How can an FLM constantly be on top of things instead of struggling to manage business and lead people? Objective: To understand the difference between authority and influence – when to use authority and when to use influence; excessive use of authority leads to resistance, whereas right use leads to compliance and use of influence leads to commitment. Today’s generation is averse to authority but receptive to influence. 10. Employee Engagement Vs Employee Dissatisfaction Brief: One of the key responsibilities of an FLM is executing strategies faithfully. This can be done only by discovering the personal goals of team members and aligning it with organization goals. Objective: Understand the dynamics of team working that leads to higher productivity and lower attrition. Learn how employee engagement can increase team productivity and personal satisfaction. 11. Situational Leadership Brief: Activity-based module to understand Situational Leadership. Blind Man’s Tower – a variation of Tower Building to understand how to adopt the right approach based on the team member’s competence level. Objective: Understanding when and what to train (train for skills, like detailing, RCPA), when to coach (provide feedback on attitude and behaviour) when to lead (building trust that facilitates openness in discussing genuine problems) and when to mentor (pulling instead of pushing – becoming the go-to person through high level of personal effectiveness). 12. What every FLM should know about SFE Brief: What every FLM should know about SFE for effective daily working in every territory in his geographic area. Objective: Simplifying SFE to make it easy to understand and implement ensuring that every team member is held accountable for effective territory coverage.
  18. 18. Page 18 GRADUATION 1. Certificate 2. Graduation Ceremony 3. Alumni
  19. 19. Page 19 1. Certificate Graduates will get a certificate in “Pharma Field Force Management” from MedicinMan. Participants will be given a ceremonial certificate as well as a certificate detailing all the modules covered. 2. Graduation at a Grand Convocation Ceremony There will be a graduation ceremony where certificates will be handed out. For Corporate Programs, the company may nominate a senior executive to hand over the certificates. 3. Alumni Graduates will have access to the MedicinMan Alumni Network on Facebook and LinkedIn.
  20. 20. Page 20 Email ID: anupsoans@gmail.com Mobile: +91-968-680-2244 Like us on Facebook: www.facebook.com/medicinman.net To register for the program, kindly make payment (refer to “Investment” page) and send details to anupsoans@gmail.com, along with the following information: Personal Details Name: Mobile Number: Personal Email ID: Professional Details Name of Company: Designation: Time Spent in Current Role: Total Experience: Company Email ID (must): Course Details Preferred Location (Mumbai/Bengaluru): IMPORTANT: This course is open only to pharma professionals. All communication with us must be through your company-provided email ID. REGISTRATION CONTACT US

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