A .B.

C OF MAN MANAGEMENT

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Managing, supervising, being a leader is the hardest job in the world! Because each human being is different and you have to learn how to drive each one of them

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Human are the most complex and complicated beings you'll ever have to deal with.

Many of them have similarities but every one of them in this world is different and they all work in a slightly different way. 3/19/13

Our job as a leader is to get these complex humans working as efficiently as possible.

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 Managing people is like holding a dove in your hand. If you hold it too tightly you kill it, but if you hold it too loosely, you lose it.

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Select right person for the job Create a Positive Workplace

A B C of Good Management

Respect every employee 3/19/13

We fail as a manager when we dont monitor their activities on daily basis and only expect results by the end of month We fail when we put too much of control and we dont allow people to share their views, fail to resolve their concerns and we fail to retain talent an team building We need to maintain right 3/19/13 balance of

A B C of Good Management

Dont criticize people, discuss their improvement areas 3/19/13

Your sales men are most important people for you because they are the one bringing business to you and they are the one who make you successful or failrespect them.

A B C of Good Management Train your people how to do

the job, before you expect them to do the job Control work of your people Motivate your people Develop your people Build team out of the group Only when you build up team people 3/19/13

Definition of management
Management is a process of doing any task which involves four steps

1. 2. 3. 4.

Planning Organizing Executing Controlling

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Definition of Selling
Selling is identifying customers needs and presenting your product in such a manner that customer feels that it is the same product he is looking forward to and buy the product
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Customer will buy only if he likes

Le tsh e a raS to ry

Team work

of

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We can learn a lot from the gees Every year gees come to India flying about 10000 km form Siberia This is possible for them only because they fly with team work. They fly in V formation which increases their flying efficiency by 70% If they try to fly individually they will not be able to reach India On their journey they show absolute team work, if one gees fall sick two gees come down to take care of him and dont leave him alone till the time he is fit to fly again or die The leader gees fly in the front and this 3/19/13

So like gees when managers form team the efficiency of the group is improved to great extent. Team will always accomplish better result than when there is no team work and people work as individuals Remember there will be no team without a good team leader As a manager your first job is to gain confidence of your team members and build a team, for that you have to be a leader
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Leadership
Leadership is ability of influencing people to do the job you want them to do, willingly, without using authority

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Your attitude affects your THE ICEBERG behavior and your behavior affects your people
KNOWN TO OTHERS UNKNOWN TO OTHERS

BEHAVIO R

10 %

SEA LEVEL

IMPACT
MOTIVES ETHICS - BELIEFS

VALUES STANDARDS JUDGMENTS

ATTITUDE

90%

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Attitude of manager ?
Since your attitude affect your behavior try to have right attitude

Positive mental attitude /proactive Willing to lead by examples Willing to adapt to different situations Caring for the growth and development of his team members Open minded and receptive to new ideas

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Attitude of manager ?

Modest and unselfish Understanding People loving Team player Empathetic

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Skills of Managers
Learn skills essential for managers
Selling Skills Planning skills Organizing skills Communication skills Decision skill Human Relation skills Motivational skills

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Skills of Managers
Supervisory skills Problem solving skills Adjustment skills Listening skills Time management skills Report analytical skills Creativity

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BE A ROLE MODEL

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Children learn much more from what they SEE than what they HEAR. Thats why we need to be their worthy role model. People become mirror images of

How to motivate people You can motivate people if you

know what motivates them Find out what motivates people and help them to achieve the same, every individual have different motivation
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Motivating is giving reason

Tools you have for motivation

Incentive scheme Career growth Recognition Appreciation Hike in salary

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Why Motivate?
Helps your most productive employees become better Helps less productive employees become more productive Prevents management from overlooking high-potential performers
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How to spot a motivated workforce Motivated Employees

Contribute to a positive work environment Affect the morale of those around them Are team players Are willing to go the extra mile in a crisis Put a friendly face to your good name Care about the companys image and success Are more likely to be self starters and innovators Have strong personal goals Want to keep their jobs or move within the company Have a healthy work ethic Are committed to problem solving Are good for your business
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How to spot demotivated employee De-Motivated Employees

Do not attract or retain clients or customers Negatively affect the morale of people around them Often quit or get themselves fired Do not care about the companys image or success Call in sick more often than satisfied employees in order to do anything else (and may even become ill from the anxiety of going for joint work). Will talk of problems most of the times May do what is asked of them, but will 3/19/13

LEADERSHIP

s t r o n g

SURVIVE

Right focus Too little control Poor discipline good performance Good motivation

Balancing Leadership & Management

(weak)

(strong)

THRIVE

Balance control Both processes and people Supported Excellent performance and excellent discipline

s t r o n g

DIE QUICKLY No focus

No big picture Out of control No processes or systems Poor performance Poor motivation

Aiming for perfection Little delegation or empowerment Good discipline/ control Average performance Poor motivation

DIE SLOWLY

(weak)

w e a k

(weak)

MANAGEMENT

(strong)

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People Management

Business is people

Understand your team members

Business Management is You can divide all your team members to four basic categories People Management
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People Management

q q

Understand your team members Understand your team members You can divide all your team members to four basic categories You can divide all your team members to four basic categories

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People Management

Understand your team members Understand your team members

You can divide all your team members to four basic categories You can divide all your team members to four basic categories

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Learning People Management

e f f o r t s
High efforts Low skills Moderate Result

High efforts C High skills High Result

Low skills

Low efforts

A
Low efforts Low Result

High skills Moderate Result

SkIlls

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People Management

A Low skills+ Low efforts In order to mange these people you need to train them and motivate them strongly to increase efforts also to keep controls on their 3/19/13

People Management
q

High Skills low efforts

B

These people require no training These people require no training but strong control an motivation but strong control an motivation from you to ensure performance form you to ensure performance

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People Management

D High efforts low skills These people require training to perform as their efforts are already high and they are already motivated
q

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People Management

High Skills and C High Efforts

These people are the star performers you need to keep them motivated and maintain a close relationship, they are assets to any organization, they need to be trained and groomed for next position
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Seven Habits of Effective Managers

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The most selfish one letter word...........

"I"
They Avoid it.

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The most satisfying two-letter word.......

"WE"

They Use it.

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The most poisonous three-letter word.....

"EGO"

They Kill it.

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The most pleasing five-letter word.......

"SMILE"
They Keep it.
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The hardest working seven-letter word..

"SUCCESS"

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They Achieve it.

The most powerful nineletter word....

"KNOWLEDGE"
They Acquire it.

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Final lesson for Managers

Dont Fire People, Create Fire in Them Motivate Yourself and Your Team Only if you are yourself motivated you can motivate your team members Treat your people as you 3/19/13 want you to be treated by

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AMAR BIR SINGH