About the program

The people challenge

• How to source the best candidates?
• How to retain good people?
• How to judge the candidate during the interview?
• How to deal with the problem of complacency that creeps in over the years?
• How to deal with good team members who perform well but try to take undue advantage of me?
• How to create a performance oriented culture?
• People perform only when I am present, they lack initiative and a sense of responsibility. How do I deal with this?
• All customers want to me to deal with them. How can I solve this?
• People are averse to change, view any new initiative as more work.
• How to overcome this?
• How to design an appropriate compensation plan?

You can be good to some people some times yet to be good to all people all the time, goodness has to be a habit. To be focussing on people development all the time we need Systems. This module will help you to develop powerful and workable Systems for setting Job Expectations, Performance Management, Performance Appraisal and designing appropriate Compensation system.

A lot of time and effort is spent on making our office look good. Unfortunately very little effort is spent so that the people in the organisation have congruent beliefs and consistent behaviours to drive the organisation towards its Vision. This module covers 5 steps towards developing a result oriented and performance driven culture for your organisation. With such a culture in place not only are team members loyal but also take initiative and responsibility, and innovate to move towards excellence even without intervention, in the absence of the leader

The strategy challenge

• We are doing 2 businesses, one is our traditional business and the second is the one I love, which one should we pursue?
• Our retail sales are down, should we move to a new online business?
• We have been selling premium products till now, but the demand for lower priced products is more,
• should we start supplying both?
• How should we go about pricing our product?
• How do we decide whether the product has any scope?
• We are successful today, do we need any strategy?
• What is the best strategy to beat your competitors?
• Should we spend more on advertising or hire more sales people?

Every organisation needs to have a central idea to guide the direction of further growth and a way to lock out competition. It needs to decide what route it would take and what it would avoid. The worst scenario which is unfortunately true for several organisations is that they have no strategy at all. They are only focussed on increasing by all means known to them. This can result into utter confusion.

The sales & marketing challenge

• How to decide a marketing budget?
• How to make a marketing plan?
• How to generate fresh leads?
• How to connect to old customers?
• Our business is seasonal. How to develop new avenues?
• Online shops offer prices which cannot be afforded by us. How to deal with this competition?
• How to develop a predictable sales engine?
• I am stuck with a particular set of clients? How do I move to the next league?
• How can we sell without giving unreasonable discounts or concessions?
• How do we keep our Sales team motivated?

Its the law of economics. When the demand is more than the supply, the seller rules else the buyer rules. Marketing is all about ruling the market and making money on your terms by giving more than the moneys worth to the customers. The module focuses on teaching you how to position your product, what pricing policies to opt for and how marketing is an year-round activity opposing the myth of seasonal sales. It is as precise a science like finance or physics. You will learn how to create a Brand Promise so that you have a moat for protection from any competition

Sales is considered as the heart of every business because it gets the money in. Yet it is one of the most detested of all professions. Over the years several myths have developed about selling. Many believe selling is about attitude, persuasion and persistence. This module will throw light on professional selling which is all about understanding the customer and fulfilling his needs in such a way that he feels indebted to you rather than the other way round. This in turn helps you to get more customers and revenue. Its all about selling on your own terms in a win-win way.

The finance challenge

• How do I deal with shortage of cash flows?
• How can I refuse to give credit, which is a norm in the industry and demand advance payment?
• We have heavy costs in terms of interest on overdraft. How can I reduce it?
• How to do budgeting?
• How to do break even analysis?
• How do I raise finance from the market?
• How can I avoid bad debts?
• How I recover my dues on time?
• Should my firm be sole proprietorship, partnership or a private limited company?
• How do I raise finance for expansion?

This module will demystify finance. It will explain simply and clearly what the key financial statements mean, how they work and relate with each other and how the actions as an owner affect them and your business. You will learn technical terms and what they mean, as well as gaining a practical insight into how financial principles apply to business.

The execution challenge

• How can we make our team members more accountable?
• How to make team members more committed towards the companys goals?
• How can we teach team members to prioritise?
• How can we get rid of the Urgency Addiction?
• How can we make team members enjoy the process of working towards monthly targets?
• How can we consistently achieve the sales targets every month throughout the year?
• How can we imbibe a learning attitude among team members?
• How can we make team members more amenable to change?

We understand that Knowing is not Doing. There is no better way to learn than by personal experience. Whatever you learn by doing and by personal experience registers in the brain permanently. We have therefore reserved the post lunch session in every module for experiential learning. There is a specially designed game, which gives you insights and understanding of the concepts taught in that module. This makes learning fun and enjoyable. This is the most awaited session in day-long module.

Great ideas don't build great organisations. Most great ideas go limp if they are not executed properly. Its just not enough to know the answers they also need to be presented well to score in any exam. In this module you learn the 4 principles of Execution, which will not only build accountability in your organisation but also create a motivated team. In this module you will learn how to set organisational goals, how to make your team members accountable by creating a rhythm of meetings and a measurable scoreboard. The team members enjoy the process of working on the goals like a cricket match (not as an audience, but as the players) and also celebrate the feeling of victory as champions do!