Frontline Manager Program – Modules

Each program can be tailored according to the requirements of the client. Below is a list of modules clients may choose from. Clients may contact us with their learning and development requirement so we can guide you with this process for optimal program outcomes.

Click on each module to expand.

Module 1: Mindset Change
Brief: Workshop based on Carol Dweck’s research on Fixed and Growth Mindset.
Objective: Make candidates realise that barriers to performance improvement exist in their minds and not in the marketplace. Business growth is an outcome of personal growth

Module 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 and awareness of others for better interpersonal relations, team development and team-working.

Module 3: What Creates a Satisfied Customer?
Brief: Customers want to interact with competent salespeople. A competent salesperson = satisfied customer.
Objective: To build a team of competent sales people through on-the-job coaching instead of playing the role of a super salesperson using Knowledge, Attitude, Skills and Habits.

Module 4: Who are KOLs and KBLs? 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.

Module 5: Planning, Organizing, Executing and Monitoring 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.

Module 6: Understanding the Importance of Effective Communication
Brief: Effective communication is the cornerstone of being an effective sales team leader – everything communicates
Objective: To Learn Active/Discovery listening involving body language, dialogue, voice modulation, creating context and relevance, understanding content and intent of customers’ feedback/questions/objections.

Module 7: Critical thinking and Problem Solving
Brief: Case study based module.
Objective: Gain understanding of how the business works from the customer’s perspective and how productivity works from team member’s perspective.

Module 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.

Module 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” and decide when to use either. Understand that excessive use of authority leads to resistance, right use leads to compliance and use of influence leads to commitment. Understand that today’s generation is averse to authority but receptive to influence.

Module 10: Employee Engagement Vs Employee Dissatisfaction
Brief: One of the key responsibilities of an FLM is to manage the expectation of his team members. 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.

Module 11: Situational Leadership
Brief: Activity-based module to understand Situational Leadership. Activity: “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 by becoming the go-to person through high level of personal effectiveness).

Module 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.

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