Krishna and Kotler

‘Krishna’ and Mr. Kotler

It is very amazing to note how the rich Indian Vedas and the modern day management are related, yet differ in their approach. Both are form different school of thought and equally important.

‘’Karmanye Vadhikaraste, Ma phaleshou kada chana, Ma Karma Phala Hetur Bhurmatey Sangostva Akarmani’’

Bhagvad Gita Chapter 2 Verse 47

The first consultant can be dated back to about 5000 years ago. He said, I will only advice and not pick up any weapon. It was the epic battle of Mahabharata and the consultant was ‘Krishna’. When the warrior Prince Arjuna, had put down his weapon stating that I cannot kill my relatives, the commentary was delivered by ‘Krishna’. The subject can be discussed in volumes, but in this article I am keeping my focus to only on the above verse and in context to what I have to express. Here, ‘Krishna’, says. ‘Only actions are in your control and not the result. Focus on the fighting well, don’t worry about the result, it is not in your or anyone’s control.  Arjuna, you don’t know the outcome of the war; don’t fight because you have to win, fight because it is your Dhrama to fight. Giving your best during the war is what you can do.’’

In modern day business, everything revolves in result. Result oriented marketing, sales, budgeting etc. The management and the people cannot control the target at all, but all discussion, appraisals etc happen only on target based. In fact, today most of the companies while hunting for the candidates to take up the business further mention in the JD – target oriented, result oriented etc. So much emphasis on target, what about the process? How much does it mater or it does not matter at all ? Growth is such a strong emotion.  Hook or crook target must be achieved.  This creates pressures which in turn creates – unhealthy abusive environment, health problems, wrong business practices and overall bad impression.

Targets are so critical that if one achieves it, he grows in the company and after some time when the same employee gives growth that is stagnant, the same people who once appreciate his work start doubting his capabilities.

Let’s change the focus and create a hypothetical company, where everything – the system and process are in order, and upgraded with the change of time. Do you think they will every have to struggle for business? If the set processes are followed correctly, target has to happen and it will not be superficial. It will be something that can be sustained for long. People are kept motivated, upgraded with the change in market dynamic; there is no way business will not grow. System and process when followed correctly make people responsible. It is responsible people who make a company. The most critical aspect is to keep on upgrading the systems and process, the market is changing at a very rapid pace, what seems relevant today may be relevant tomorrow, leading to static growth.

The 4 Ps of Marketing – Product Price Place Promotion ‘’ The Marketing Mix’’

Philip Kotler

This is the most effective modern day tool used by companies to achieve business objective. The answer to all you questions lies in this. I have high regards for this model. I had learnt this in my management days and then through my work life, I have implemented this, until now when I have explored my understanding on this subject. Most of the companies where I have worked and the people who I have interacted, the most common question is – growth is constant and we are unable to grow, there is huge pressure of growth. Be it a start up or established company everywhere there is this challenge for growth. If any organisation needs growth it has to be in line with the 4 Ps.

Product: Increase product

Price: Increase the price**

Place: Incase distribution

Promotion: Increase communication

The above 4 are the only ways in which you can increase growth and nothing else. No matter what schools of thought you come from if have to grow you have to do one of any of the four. The ways in which you do could vary, but the bottom line remains the same.

Mondelez India ( Chocolate Div.)

Till the time I had not gown up to an adult, I was thinking chocolate means Cadbury ( now Mondelez). Today when I go to the market, I see Cadbury almost everywhere – Malls, Mom and Pops, Chemist, Sweet shops almost everywhere, actually it is omnipresent. My understanding is if it is present everywhere, and there are limited new avenues of placement, from where the incremental sales come. With the growing awareness in people that sugar is not good for your health, people have become conscious about consuming chocolate. If we talk of promotion, almost all the avenues of promotion are covered. Emotion drives the category, all the ads connect emotionally. The chocolate category is an open category and there are lot of new entrants, the consumer number** remaining same, any switch over will hit sales. Name the channel and they are there Retail, HORECA, CSD, Travel, Gifting; almost all is covered. Products diversified in Chocolate, Supplements, powdered juice.  With all the loops being closed, imagine how critical is even 1% of growth is? Or how difficult will it be for the sales team to retain growth? So pressure increases, all to control what Targets.

‘Krishna says – Target is not under your control?’

‘Kotler says – Nothing is beyond the 4 Ps ‘

Where to go now?

Incase you need to have more view on the subject above you can write email on sharp2816@gmail.com and have a discussion.

============================================================

Vijay Sokhi

FMCG – Foods Professional

Operations, Business Consulting, Change Management, Sales Management, Start Up Implementation

The true capacity of a person (You are a brand)

What pride does a person hold, when is carrying the visiting card of a top MNC, say – HUL, Kellogg, Future Group, Nestle etc. This visiting card is so powerful that you can just walk through any account, any retailer, and any distributor and so on. They are always on top of situation and this is the image what the brand creates. When confronted with other less know company personnel , they carry an attitude in them, exhibiting that they are the best of the lot, sometime leave an impression on the other person, that their opinion does not matter.

Let’s look at a situation, take the brand out of the person and let him now create the business. The challenge starts now. At this point it is not the visiting card that works; it is the person who now is a brand on his own. There are two behavioural developments that happen due to this. Let’s look at each of them.

One – When the shift is made from a large company to a small company, the difficulty is immense. Most of the people are unable to find out why they who were once very successful with top companies are unable give significant perform.

Of the various finding that I have derived, the one most important finding is that, with large companies the brand does 70% of sales, the balance 30% is to be done by you. So most of the time, people are camouflaged with the success of brand, relating it to their success. This delusion creates lethargy in the mind of them and when they make a shift, they are unable to perform in brands that have less awareness in the market.  Bluntly speaking, they cannot work with products that are push product and are not supported by advertisement. Therefore you see most of the time people who work with brands are unable to replicate success when they move to smaller brand. Even if they do the success rate is very low.

((A small anecdote: People have funny reasons to work with brands. In one of my interaction with a person who was working with a smaller company, came to me and told me, ‘My family is unable to find a bride for me. The bride’s family is looking for someone who works in a branded company. I work in a moderate company, so no one is interested. Moreover you see, had I worked in a branded company I am also qualified to get a good, dowry.’’ I was so amused with such a reply that I had no reaction at all.))

Two – There are some other people, who are truly good and have the capacity to adapt. When they move out, initially they face a lot of difficulty but slowly and steadily they develop and are able to replicate the success. These are those people who have the right ingredient to create bigger success. Believe it or not, they are brands in themselves and will survive in any situation and make the turn around.

Creating the brand call YOU:

Practically it is the type 2, that are in the future successful Entrepreneurs and Independent consultants, who create their own business. They do face initial hiccups but are eventually successful. All their success is based on the moves that they have made on their own, not depending upon someone. If faced with problem, they would never run away, instead they would look it in the eye and solve the issue in hand.  They keep on upgrading themselves and are always ready to adapt to change though the knowledge they have. They never take shortcuts, they know that the road to success in long and they have the patience to wait and do it the right way.

The best part is they never retire; they keep on learning and working till the end of life.

============================================================

Vijay Sokhi

FMCG – Foods Professional

Business Consulting, Change Management, Sales Management, Start Up Implementation

Why do most find the road bumpy after 40 years. The KNOWLEDGE EXPERIENCE MATRIX

I have been working on the matrix that I have created and after some research on the subject, I am putting it open for discussion. This is based on my learning, findings and understanding on how the experience that someone gains and the knowledge that someone acquires is linked as his grows in his career and why do some succeed immensely, while most of them fail. It also gives insights on why the age of 40 to 45 is very critical for anyone in his career.

To explain the relation between the knowledge and experience; I have devised a 2X2 Matrix. Based on this matrix, there are 4 derivatives:-

Matrix 1

These are those people, who are highly knowledgeable and well experienced. They have worked in the market and have the ground level understanding of the market. They keep on upgrading their knowledge base, and sync it with organizational goal, to formulate strategies and then while implementing; they work the market to know how it is progressing.  Given their busy schedule, they may not have the adequate time, however, they definitely find time atleast 3-4 days a month to be there in the market and understand how the strategies are behaving.

These are basically successful Chief Executive Officer, Chairman, General Managers, Vice President etc. These are people with lot of humility and a lot to give. They keep on upgrading their knowledge base, through a lot of study and interaction.

Matrix 2

These are those people who are highly experienced in their field. They know all that is needed to do their work. Their knowledge base although good, is limited. They keep on excelling in their career and keep on doing well upto a level, beyond this they find it difficult to grow further. This is because of too much of involvement in their current work and less time in upgrading knowledge. Let’s understand clearly – at some point of time in the career, if one has to gown, he cannot say all the time that he has a huge experience with him (10 years, 15 years 20 years), he need knowledge that is broad and insightful. At this level most of the personnel don’t have the adequate time to acquire knowledge, this is because most of the time they are executing. Now, if you are not ambitious, and know your limits, its ok with you and you will keep on doing well. But if you are ambitious and want to excel further in life, this will add to frustration.

Most of the time people get stuck at one level. For those who luckily make the move to the next, are most of the time not able to do justice to the new role, and are bound to come back to the level where they were earlier. This is because experience will only help you to crack and interview; but getting the job done after you have joined in requires a lot of intrinsic expertise and that comes through knowledge. Again, knowledge is of two types, acquired and earned. There is a lot of difference in both. Acquired knowledge comes though discussion with friends and talking to people, this does help in getting some information, but the authenticity is always questionable. Earned knowledge, is where you make the effort to learn though reading of books, magazine and newspapers. This is more authentic and gives one a better understanding while targeting the next level.

Another caution in this is that most of the time, people try to replicate what they did successfully in their organisation earlier, in the new organisation. It is not necessarily true that what happened right with one thing in the previous organisation, will also be right in the new one. The product, customers, marketing all could be different. Most of the people do this; they replicate the old strategies in the new organisation they join. If they taste success it’s ok, if not they get blocked. I am strictly against using old strategies with old companies in new companies you join. Be careful, world is changing at a very rapid pace, what seems right today, may be invalid 10 years from now. So while all may look good now, if you don’t upgrade yourself, difficulty may start coming in 10 years later.

All of us must have seen in our work life, that most of the time we see people, only reaching upto one level. All through his life, he remains an RSM/Branch Head and quits at this level. In one way it’s correct. It needs lots of courage to access one’s potential, if one feel that this is what max he can do, he should remain where he is and continue his work.

 

These are basically successful Area sales managers, Regional Sales Managers, Key Account Managers, Marketing Managers etc. These are people with lot of insecurity, are try not to give more chance to their juniors, because of the fear that this person may rise and replace him in future. Some of them create a fearful environment, where the subordinate is only able to do the number and his job is secured. This is what he is doing most of the time.

Matrix 3

This is another interesting matrix. These are basically all those people who are pass outs from top notch biz school.  They are highly knowledgeable, upgraded with latest trends in the market. However, they are more of bookish and less of market. They are people who are bosses, sit in the office, have regular meeting, with a lot of data around, creating an ocean of data analysis and interpretation. As they come from large B-School, they never take advice, talk to someone as they know everything. They have the ability to make great business plans and presentations. Their presentation and ideas get them applause from the management, and they get the green signal to implement the plan. This is where the problem starts. Since all the plans are based on theories and studies, they start facing problems when it comes to implementation. What is written in the books is quite different with what happens in the market. As the plan starts to deviate, they loose the cool and start putting pressure below, as theoretically the plan should not fail, but practically it does. Until and unless they don’t move to the market to have a better understanding, executing plan will be difficult.

 

These are basically graduates from top notch B- School, with a lot of ego. Mostly they treat people under them as if their team does not know anything. They carry a lot of ego and attitude. They are not willing to loose and would do anything to get success, which unfortunately they don’t

Matrix 4

These are people with less experience, and less knowledge. The people on the base of the pyramid. It is always advisable not to give high responsibility to these people, they are good at doing monotonous task and they do it well. They are people who stick around in an organisation for long at the level in which they are, they are non-risk takers and sometime irritants to business, always poking, raising useless issues. Even if they quit an organisation, they will join at the same level or a level higher in the frontline.

These are basically successful Sales officers, Sales executives, Key Account Executives, Account Executive, Sr. Sales Officer. etc. They can only do the basic work that is important. You cannot expect much from them

While we all agree that people transform/elevate from one level to  the another, it is very important for all those who want to grow in their career, no matter in what field they are, only if they have a cusp of market understanding ( ground reality) and knowledge. The proportion of this may vary at each level, at some level you will need more of market understanding, at some you will need more of knowledge, but in any case of you aspire to reach the top of the pyramid, you need to have sufficient understanding of both. Above all one thing remains constant at any level – human touch. We must always remember, no matter how big the organization is people talk with people, the product never talks to anyone.

———————————————————————–

Vijay Sokhi

FMCG – Foods Professional

Business Consulting, Change Management, Sales Management and Motivation

Karma – The Cycle will complete

Since our childhood most of us have at some place or the other come across the saying “Karam krate jao phal ki chinta mat karo’’, means ‘’ Keep on doing your actions without worrying about the result’’. Such a simple saying, we keep on reading it again and again somewhere or the other – calendar’s , desktop, at someone’s home or office, religious places, school, colleges and so on. For me this saying was not something new, but I could never understand it. Over the past few months, after coming across several articles, I have unfolded the meaning behind this.  It’s amazing how it is related to our daily life and work.

This derivation is from Shrimad Bhagvad Gita. I hope by the end of this blog, I will be able to connect how Karma and our lives are related.

The Law of Karma, states that, only karma (your actions) are under your control and whatever you are doing has a direct implication to your life. The Vedas have told us what is right and what is wrong; if you do good things it will have A implication and if you do bad things it will have B implication. But it has left us with the Free Will to choose. It our choices that we have made that have bought us to where we are today.

  • We at time look at people who are much ahead with us, stating that his CTC is 50 Lacs, 60 Lacs and so on. He has a plush home, classy vehicle. He is there not because he is lucky; he is there because of his actions. It is all related to the Karma. You too can be there but are you willing to
    •     Toil so much, work extra hours
    •     Always utilize time productively
    •     Meet commitments
    •    Take new assignments

If you do the above Karma’s you will definitely reach the  goal

  • Most of the companies make business plans and in the business plan we discuss that if we run offers, take strong visibility, and do advertising our business will grow. Now look closely what are you talking about – Karma, in a different from – offer, visibility, advertising, branding so on. If you don’t do any of the above, your revenue remains where it was.
  • We see so many people who take advantage of the position they are, by making the people under them toil. Putting extra pressure on them, making their life miserable. Look closely, all these people at some point or other are victim of some issues or the other, if not in professional life then in personal life. Karma has its own implications. You do bad, bad happen; you do good, good happens.
  • Many people looking for change in job but not getting it. Cribbing all the time, I am not getting an opportunity. This could be due to various reasons, actions/karma
    • May be you are a job hopper. All through your career have not been consistent and now that you want to grow up in the career, you are not getting a job, why – because at the senior level, employer looks at a person who is consistent.
    • May be you have stuck in a company for too long and developed a comfort zone. Your knowledge is limited to a special industry only
    • But mostly it is due to the knowledge-experience matrix, that most people are stuck where they are

It is said that Karma, itself is a cycle; it will not leave you until and unless the cycle is complete. Understand that if you are unjust with someone or you have cheated someone; and by doing so you are contended; it is only temporary. This deed of yours will come back you, it is not necessary that the same things will happen to you as you did to other, it may vary but it will come back. It’s a fact, look closely around you and do a little study you will see this happening around your friends, family and colleagues.

Good deeds are equally rewarded. Over the past, I have unfolded the more you give the more you get. I have been unselfish in giving. I was not like this before, I used to think – ‘’it’s my data, my analysis, why should I give it someone.’’ Even if I did, I did it incomplete. But now I am an open book, if anyone needs anything for me, I give it without any reservation. It is my ability to give, that I have started getting back. Again, note that the form is different. It is not necessary that if I have given an analysis of my subject to someone, I will get a some other analysis form someone. It could differ. In my case, I have made good friends, people who are much senior and knowledgeable than me; and the interesting thing is they in turn gave me so many ideas unconditionally that I see a  clear  path ahead of me.

You see that every where what input (Karma/action) we put in, we get the same kind of output. This person who I knew very closely have been a very smart person, earning good money, trying to make that extra buck by playing around with people, complicating things, poaching on data and people and so on. Most of his life he has seen a lot of success at the cost of so many lives. At the age of 56, when his only daughter married to someone he did not openly approved of, but had to eventually agree; he is a victim of so many diseases, depression and so on. And that her daughter has now moved out of India after her marriage, even meeting her is now not possible. The actions that were done in the past and the repercussion of the same are different, but Karma is not going to leave until the cycle is complete.

I can keep on writing on and on, on this subject, but I  won’t, I think most of  you who must have read it must be clear now what I intend to say.  But before I end, one last thought I want to put in, is – Results are not in your hand, it never is and it never will be. Check out all the big brands that you see around you today, do you think any one of them did ever know when they began their business in India, that they will be such a large company. The answer is no. Then how did they become so big – it is all about the karma that they have put in some form or the other, which have bought them where they  are today.

Whenever we make the business plan and we discuss on what to do, everything boils down to targets and when target is not achieve, people are held responsible. Why so much fuss about the target. Targets, must be there as a reference point. Look into your karma, ensure that you take all the actions correctly and targets will automatically happen. But the problem is, because the input does not come on time or is not executed properly, that numbers do not happen. Too much focus on targets that is not under your control will only increase the pressure and will never let things moving, you will loose manpower and if you cannot retain manpower, you cannot build the business. Act and rest will follow.

Karma is all in your hands. Do it. Don’t worry about the results.

Disclaimer: This above work of mine is just an interpretation of my understanding of Shrimad Bhagvad Gita. It is just and iota of derivative from  the Shrimad Bhagvad Gita

 

Vijay Sokhi

FMCG – Foods Professional

==========================================================================

Business Consulting, Change Management, Sales Management and Motivation

 

 

Sales : And how crooked can it get

The only part of the business that yields revenue is sales, rest all is a detail. Each and every sales personnel is busy getting numbers.  More sales more revenue more profit. All strategies have to convert to sales. The new era is Marketing Linked Sales Activity. Robust sales happen and then a stage comes when no matter how hard you try the sales does not grow.

Through my experience in the market with both established brands and establishing brands, I have gone through this period. My exposure to both side of the spectrum enables me to see things a little more clearly.

Let me state an example. There is this chocolate company, they has been in business since long. They are available in every possible distribution format, you name it – Traditional format, Modern Format, Chemist, Sweet Shops and almost all the other places where it can be placed.. It has grown phenomenally and now reached a possible maturity stage. But the pressure to get growth is always there. Now what this pressure does is that it build up lot of unrest in the team and that is where the crime stats. Dumping!!

There is a very common question in the sales business, what is the primary. All sales growth is calculated in primary and it must, as this is the most reliable way to calculate sales. But these primary numbers are a trap in itself. And if it is startup, it is criminal. Actually, it will kill the baby before it can stand on its own.

Primary in line with secondary and closing is all right. But most of the top companies build up the primary on the distributor. The top companies get top distributor with no issues with investment.  And, if they get a distributor who has good money with him and lacks understanding of business then it’s a gold mine. However, if the distributor knows about the business and understands that he is loosing money at the end, he will never stick. Therefore most of the companies that build up the business on primary looses in the long run. Attrition of distributor is now a major concern.

The definition of secondary has also changed a lot. You have to get sales, keep low stocks at distributor points, so what you do is increase the secondary. While the sales and stock statement of the distributor is healthy for some time, eventually it comes down. In this case what a clever salesman does is, he builds up stocks at the outlet though his relation. Eg, an outlet has a sale of Rs 10 lacs. You have pumped a sales of 15 lacs in the outlet for month1 and then 15 lacs in month2, so by the time you have reached the month 3rd you already have one month stock lying. So the outlet does not give order for Month 3 and the sales drop, so does the primary and what happens

You have done all in the sales front, now what, what to do to get the profit.

The Production Team already is working with optimum utilization of resources. But still, the pressure move to the them to lower the cost. In doing so a lot of combination is the products change. Eg if you are in the RTD category  and say in the instant mixes tea/coffee and you have to increase profit, just increase the sugar content, lower the tea/coffee extract, the cost will come doing. If you are a small brand you may loose customer, but if you are giant MNC, once consignment does not harm much. Other industry has other modes of reducing the cost. Clever companies know how to this very nicely. They maintain the quality though out the year. But towards the year end the change the combination to increase the profits.

There are other ways also to increase the profits – reduce people, consolidate assets and so on.

No matter what, in some way or the other all product reach a point beyond which sales become difficult. But growth is important and must happen.  And it is not complicate, a cool head and a cool approach, will solve the problem. Some of the points to ponder are:-

  • Do in need to move into new area
  • Do I need to create more SKU
  • Have I reached the potential of the store
  • Do I have to take more Share of the Space

(each of these needs a lot of detail understanding)

 

While most of us say, sales is the game of number, I think it is beyond this. Sale is game of the customer acquisition. In fact sales is a function of customers. The more the customer you have got, the more the opportunity to sales. When you have one, then all you need to do is to add the range, create the excitement. Sales numbers will follow.

Who do you report to – Boss or Leader ?

Successful business has one thing in constant across any organisation – The Boss. He is the most important and critical success factor for any organisation.  A class human being, a good teacher, an effective listener and a team player; and is always there to support you, no matter what. He always gives you the opportunity to move forward and is never envious of your success.

One the other hand, there is another kind, who makes you slog, is after you all the time, shouts at you. He holds you responsible for all his failures. He does not train you, teach you, simple wants you to things that he himself is unable or does not know how to do. He never gives you an opportunity to prove yourself and never lets you perform.

Now, if you have the latter as you’re Boss, it very important for you to have some understanding that will give you a little clarity. Psychologically, a person who himself is not high on capabilities, will always try to hold back people who are smarter than him. As he does not have any other way to hold you back, he uses his powers to dictate you, dominate you. Trust me on this, the day you back fire, you yourself would see a change in his behavior. He still will try to enforce him on you; however, if you consistently keep on discussing with him on the right point, you will see him taking a back foot. Never let an opportunity go, whenever you get an opportunity to meet and present to the management, speak fearlessly and all things will be in your favor.

If you have a super brilliant Boss he will drive you to achieve, it is a blessing in disguise. No matter what pressure he puts on you, he will bring the best out of you. He will keep on pushing you to do new things, things that you have not done before. No matter how difficult it is for you, if you do it, at the end you will have a skill added to you. Understand this; all through the working career you only get paid higher for your skills, the more skills you have the higher is your payout.

A little thought on leaders

Boss and leaders are two different things. While all Bosses try to prove that they are leaders, leaders don’t need to prove anything at all. Less of words, and more of action. If he finds that that someone in his team is not doing well, he will train him and uplift him. If he finds a person who is doing well, he will give him more and more opportunities to grow.

A good leader is a good follower. Anybody who cannot follow cannot lead.  In one of my learning that I acquired, was example of Sachin Tendulkar (one of the biggest sportsmen in the field of Cricket). Sachin being a top class cricketer, played under a captain who was more than 10 years younger to him. His performance never came down, he excelled. Leaders never bring their performance down, if they see that there someone in their team who can do a job better than him, he will not mind following him, irrespective of what age group he is.

Bosses bring numbers/sales, leaders build team and the team builds businesses. bosses in their ego of getting the numbers ransack all the people under him. He is least bothered with what is happening with someone, he just needs the number irrespective of anything. He will not give leaves, make people crib, and create an environment of high pressure. He will achieve the number, but in the process destroy the team. His people will never be consistent, high amount on attrition. Finally, the numbers don’t happen. If you don’t have the team how will you ever get the numbers? And when a boss, quits the business collapses. He has never builds a team that can take the business forward.

Leaders on the other hand, build a team. They develop people and understand them well. If they find people who are not doing well they will sit with them do the talking and try to get to the problem that is a hindrance to the growth. He understands that if a person is not happy in his personal life out of office, he can never perform. He never puts pressure on anyone, he just make people responsible. Therefore people stick around and along with them he too succeeds. In future, when he leaves the company to switch over to the next, the team that he leaves behind is capable enough to ensure that business continues.

While in the corporate world we find both leaders and bosses. Bosses are there in abundance, and very few leaders. If we find a leader who is our boss, we will develop and learn a lot. And when we get the change to take charge of a group; we must be leaders to team. However there is a thin line that divides a boss and a leader. It is for you to choose, on whose side you have to be.

======================================================

Vijay Sokhi

FMCG – Foods Professional

Business Consulting, Change Management, Sales Management and Motivation

Its not a job. Its an assignment

tumblr_m1reimlw7v1r1qtp2o1_500

 

 

Today’s genre of employee more than being an asset to an organisation is job hopper. 2 years is a max time that any employee looks forward to work with any organisation. Once he reaches the 2 years mark, he starts updating his resumes and eventually moves out to the next. In the next job, he works for 2 years and moves outs. And this has become a fad today.

Of the little study and experience that I have done over the past, I have noticed the following: –

  • When an employee joins any organisation, he takes about 4-6 months to understand the business. Most of the time goes by criticizing the person who was mishandled the biz prior to him.
  • Now in the 6 months he fills up the gap that is there in the market and this is how the year ends
  • The next year starts and the challenges come in. Challenges of getting business growth and facing issues from the market.
  • By this the time he has spent about 18 months with the organisation, then he start realizing that the difficulty will only increase from here. The issues that come up now are his responsibility. He thinks that there is problem with the company. His team is not right. The management is not serious about the business. There is gossip around with his colleagues – nothing can happen now, time to move on.
  • Come month 19, the resume is update. The next 4-6months is survival. By the time two years are over, you have a new job

People, who seek job for the sake of getting a job, are never able to establish themselves in the industry. Two years time is too less for anyone to understand the job. It is at the end of 2 years that you actually know what you need to do. They challenges lie in the 3rd and 4th year where your behavior is known to all and you face relevant question with the management. You have done a little growth in the 2nd year of business and now in the 3rd year for further growth, you have to think out of the box. You know that growth will come but you have to hold the management and make them realize that this is a little gestation period that the new plan will take to execute. It takes a lot of character to stay on when your moves are questioned, it is this time when you shape up as a true manager.

In my career spread over 14 years now, I have spent close to 5 years in the first 2 companies and now in the third I am at the 2.5 year and still on. The third and the fourth year have been the most challenging one. Currently into the third with my current organisation, I have been facing a lot of challenges and as I work in an Indian based company, I also have to face the top management. It is extremely difficult for me to convince the management that I can bring the change. The last couple of months have been so bad that everyone has questioned me and put me to trails. It took a lot of explanation and effort to convince the management. Finally the results are now coming. I don’t know how the coming months will behave, but I am sure that the plan will work and the success will eventually come.

All this time most of the people around and employees that have quit the company have pushed me to quit. But I choose to stick on. I believe that it in the corporate world it is I am not doing a job but completing and assignment. I have not completed my current assignment. The day I complete it, that is:

  • Build by sustaining and consistent volumes
  • Build up a team that can take the business forward

I will know that the time to move on has come. People called me crazy when I left my job at HUL and joined a new brand called Typhoo.  I was the 2nd employee in the West Zone, started with “0” sales during my stint at Typhoo reached sales of about 7 Cr. After I left, the team build by me took over the business. It gives me a lot of satisfaction, to know today that Typhoo is about 25Cr + company.

Don’t look at your job, just as a job. Look at it as an assignment. Complete it and then move on!!  Success will follow