To Lead Or To Manage?Prof. Virat Bahri (Faculty Member, IIPM-New Delhi) ponders over the motivational and performance needs of sales-oriented teams
You do not go and lock the barn door after the horse has bolted, but Nikhil Advani did not exactly have a choice in that matter. Recently appointed as Vice President-Human Resources (VP-HR) for the In.... Read More
Leaders Need To EnergiseDeveloping and maintaining a highly engaged and motivated team requires the use of intrinsic motivators
As Jack Welch has rightly pointed out: “Managers muddle while leaders inspire. What we need are leaders at every level who can energise, excite and inspire rather than enervate, depress, and control.”.... Read More
Planned Approach For ChangeWhat people need to understand is that leading and managing are not mutually exclusive; to successfully lead is to effectively manage
Most change management initiatives face resistance, especially when they are thrust upon the organisation.
Prof. Rosabeth Moss Kanter, who holds the Ernest L. Arbuckle Professorship at Harva.... Read More
Play A Top-Down Blinder!The focus of ‘sales discipline’ is not so much about avoiding mistakes; rather, it is about achieving optimal performance
The pessimist gripes about the wind, the optimist expects it to change, and the realist adjusts his sails. Himanshu needs to see himself as a realist to administer Sameer’s and Vikram’s zonal sales si.... Read More
The Root Cause Of The SymptomThe handholding process is a type of coaching that has less potential for development than the principle of empowerment
The case presents several symptoms that are being demonstrated through employee behaviour, but the root cause of the problem lies elsewhere. Yes, it is clearly a question of ‘to lead or to manage’. St.... Read More