Dr Amol Deshmukh, MD HERD Group of Companies arranged through HR, a learning workshop entitled “Udaan”, conducted by Dr. Ramesh Sangare of Human Resources Development Corporation, on August 10-11, 2017. The training program was specifically for HERD Pharmacy supervisory and managerial staff along with affiliated office staff. The two day training sessions were to focus on Raising Bar of Performance through Attitudinal Change. The aim of the program was to help staff achieve certain core attitudinal approaches to make their contributions more efficient and effective.
A total of 35 front line supervisors along with managers participated in the program to help gain organizational objectives by learning to understand the need to bring about changes in attitude. The training imparted thought-provoking motivational talk in order to stimulate self-motivation in them. Participants were made aware of their inherent strengths and weaknesses through psychometric tools to aid them to understand how they could use the information derived to best advantage.
After the formal inaugural introductions, Day 1 took on a brief introduction of the program. The trainer gradually introduced the importance of attitude that usually marks the altitude one was capable of reaching. Inputs in the session focused on participant’s role in the organization and understanding role stresses and to know how to deal with them. Learning sessions took on issues around earmarked achievements, failure in reaching them and the importance of goal setting. Through games and presentations the concept of conscious goal setting was defined in order to work for self-survival and growth of company. The role of communication, cooperation and co-ordination was paramount in success of achieving set targets.
Day 2 began with a brief recapitulation of the previous days learning followed by listing down the gray areas that affect productivity and smooth run of operations. The FIRO-B instrument was tackled to understand the changing world of work, society and family. Also participants were facilitated to see their inner selves and their interpersonal relationship building potential through the Johari Window. The Johari Window is a technique that helps people better understand their relationship with themselves and others. It was created by psychologists Joseph Luft and Harrington Ingham and is commonly used in corporate training modules.
Dr Sangare further stated the important role of communication, commanding, cooperation, collaboration and coordination – these five Cs that gear up overall performance in a company. A case study was also undertaken during the course of the program for the benefit of the participants to help them understand the role of managers in building and managing their teams. A brief abridged version of Hindi film ‘Lagaan’ was presented to make clear role of leadership as also to understand nuances in situational and functional leadership areas.
The two day training program concluded with an explanation of the psychometric instruments used as well as a written feedback from participants. Dr Amol Deshmukh conducted a verbal feedback to gauge how well the concepts had been understood by the participants. This proved to be useful since as an entity HERD Pharmacy needed to identify the existing problems, challenges, weaknesses, strengths and skills of the sales team were. It was also essential to know what further investment in time and resources were to be made to create a sustained sales force that could also share this training knowledge to maintain learned proficiencies.
Dr Amol Deshmukh specified that the need was to identify right persons in the sales team to don effective trainer roles in the near future. This would be critical in developing the full potential of the entire sales team cutting across the different stores. Since sales managers and sales staff work closely together it would be beneficial to stay focused on consistent, accessible and interested people to take on such roles. Raising the bar on in-house coaching would be the key to increasing the beliefs of the sales managers to lead effective teams, thereby creating successful sales teams.