Ramamurthy, George Town University
Krishna K Ladha, IIM Kozhikode
Mr. Aditya Agrawal, Vice President - Business Development, CIBIL
” Qualities of a successful salesperson Entrepreneurs v/s Intrapreneurs ”
Highlights of the Lecture
Mr. Aditya showed a motivational video in the beginning. He then said that it is believed that selling is confined only to products and services. But everyone has to do personal salesmanship, i.e. selling yourself before selling your skills. The following points were mentioned by him:-
- Qualities of Top Salesperson- Mr. Aditya shared seven qualities that a successful salesperson should possess
- Ambitious- A strong desire to achieve a particular objective. All the specializations need people who are ambitious.
- Courage- Courage to do what you believe. The best salespeople ask for the sale.
- Committed- Irrespective of which position you are working at, you need to be committed to your work to fulfill the organizations expectations. The more you believe in what you sell, the easier it is for you to convince someone else.
- Consultants- Top salespeople see themselves more as consultants than as salespeople. They act like a consultant in everything they do and say.
- Prepared- Set pre-call objectives, do pre-call research and also if failed, do post-call analysis to think what other approach could be used to gain success.
- Continuous Learning- Top salespeople engage in continuous learning. Keys to continuous learning are reading on selling every day, and taking all the training. People also need to unlearn to unload and create capacity and learn something new.
- Responsible- Irrespective of whether you are working as an entrepreneur or in family business, or as an employee, you need to be responsible. If you do not carry accountability and responsibility, you will be unable to retain your job.
Entrepreneurs and Intrapreneurs
- Entrepreneurs- Entrepreneurs are people that notice opportunities and take the initiative to mobilize resources to make new goods and services.
- Intrapreneurs- Intrapreneur is a vague term whose meaning cannot be found in any dictionary. They work in an organization as an entrepreneur. They work in large companies and contribute to the innovation of the firm.
- Not every employee has the ability to become a successful intrapreneur. It requires well-developed strategic action, teamwork and communication abilities.
- Intrapreneurs often become entrepreneurs
- The statistics shows that many entrepreneurs have been the first born child. Their parents are usually self-employed.
- The common traits of entrepreneurs are that they are risk takers, original thinkers, set high goals and enjoy working towards them. They feel competent and capable and take responsibility for their own actions.
- Successful entrepreneurs are creative, innovative, position themselves in new markets, and create new products, processes and delivery.
- Unsuccessful entrepreneurs are poor managers, are inefficient, have low work ethics and are poor money managers.
Characteristics of Entrepreneurs:
- Key Personal Attributes
- Entrepreneurs are made not born
- Many entrepreneurs start multiple companies over the course of their career.
- They set moderately difficult goals and desire for either excellence or success in competitive situations.
- They often desire independence from others and are generally not motivated to perform in bureaucratic organizations.
Mr. Biplob Bose, GM-HR, Simon India Ltd
Mr. Bose shared his experiences so that the students could learn from them and get a framework and he also exchanged thoughts with them so as to know their expectations.
Highlights of the Lecture
- Earn your luxuries- When a person enters the corporate world, he expects of all the luxuries that a corporate office provides like state of the art infrastructure, fully air-conditioned office etc. But to get what one expects, one needs to earn those luxuries through hard work.
- Need of Training- Mr. Bose shared an experience of his first job in a transport company where he was placed in the godown of the company initially and got training. He said that to become a leader/manager in any of the functions, one first needs to know the insights of the functions. If one has to do marketing, he needs to first know the details of the product. If one has to become HR head, he needs to know his subordinates. To become a finance specialist, one needs to know how to pay money, how to pay taxes. Thus before going in for any specialty, one should spend at least 6 months initially in operations.
- See between the Lines- Mr. Bose told an experience where he was taught that in order to catch a fraud taking place within an organization; one should know how to conduct a fraud. Only then, one can identify any wrong practice taking place and investigate further. One should be sharp enough to see, what others can’t see. One should keep his/her eyes and ears open. Life in a corporate world is not easy. One needs to struggle because of the competition from professionals coming from other business schools who have same career aspirations like you.
- Be innovative- Don’t do different things but do things differently. Be innovative. One should know how to do right thing at the right place, at the right time by the right person. Their company has an intranet in their organization where people generate ideas and put up there. By doing this organizations try to push them to think.
- Have confidence that you are successful- Mr. Bose said that most of the people who want to be successful think they are not yet successful. Set objectives every day, and count how many have been achieved. The probability of number of objectives achieved would be more than not achieved. This means that one is successful. One should have confidence in himself/herself that he/she is successful. But one should not be overconfident. Overconfidence means thinking of doing more than one’s capability./li>
- Keep minds open- When a person joins an organization, he/she should come with his mind open and do whatever work is given. Companies expect that the person would deliver because every organization is a profit earning organization. If he/she can’t give returns, company may replace with some other person.
- Don’t switch jobs- Companies are forced to have a bond with the employee because people have formed a tendency to switch jobs frequently if they are offered higher pay in the subsequent company. But money is not everything. The first five to seven years of career are meant to lay one’s foundation. Companies don’t like instability. If people are not stable, the quality cannot be stable. Even global companies pick up those people who have been stable in their previous jobs. Money will not keep one motivated for long. Changing 5 jobs in 10 years is not valuable.
- Give and Take Relation- One has to establish foundation in a company, acquire knowledge, learn and return to the organization. When the organization will gain from their employees, it will give them back what they desire. So, people need to give something to organization for the organization to give them back what they expect. Companies like those employees who are proactive rather than reactive.
- Core Team of a Company- Every company has a core team i.e. those people whom the company cannot afford to lose. One should make oneself capable of getting into the core team. Other companies in the market cannot touch them.
Mr. Bose concluded the session by saying that the students should connect academics with their life and work and get fun out of it.
Mr. Pavan Agarwal, GM - Finance, McCain Foods
Role of Finance in day-to-day business
Highlights of the Lecture
Mr. Pavan had an interactive session with the students so as to keep them engaged in the conversation. He encouraged the students to ask questions. He shared his learning and experiences which he gained from his 12 years of career and spoke about the changing role of finance in business.
- Journey from an article to GM- It was challenging initially to transform from a student to an article in a CA firm, said Mr. Pavan. He joined McCain in its startup phase when it was worth Rs.10 crores and its size & operations were very small. He was the 7th employee of the organization and had never heard of the company before joining. Now the company has 450+ employees and turnover of 350 crores. It has expanded from being a trading unit to both trading and manufacturing unit. It supplies frozen french fries to institutions such as McDonalds, KFC, and 5-star hotels and also retails to consumers. Since organization was small, it gave a challenge to Mr. Pavan to handle multidimensional role, go out of his normal scope and taking up additional activities in other functions of the organization like HR, IT etc.
- Changing role of Finance- He said that role of finance has changed over a period of last few years. Initially it was limited to book keeping and auditing but now it is more about partnering the business. Finance is multidimensional. It involves generating enough returns to justify the capital provided by shareholders and other stakeholders. A finance person is really close to the business and provides insights to it. Thus the role has changed from being reactive to being proactive.
- Function of Pricing- Pricing used to be a function of sales and marketing. But now it is the role of finance to transform it into P&L of the business and also covering the inflation. Normal tendency of a finance person is to increase the prices with increasing cost to have higher profits. But that is not the solution. He needs to fight against cost inflation by making plant and supply chain operations cost effective.
- How to put in controls- When an organization is small, lot of decisions taken are based on intuitions and organizations are not structured and controls are weak. But as organization grows, control becomes important to ensure that there are no revenue leakages and to generate more and more cost enabler activities.
- Tax and Banking relationships- Every company wants to be a good corporate citizen of a country. Role of tax, treasury and banking relationships within the finance is important. Most of the interactions with the government officials, whether tax or non-tax, are done by a finance person.
In the end, Mr. Pavan told the students some competencies required when they go to the corporate world.
- Always work in teams. Engaging with teams is extremely important.
- Have analytical skills. Know how to convert data into information with useful insights. Data analysis is important in all functional areas of a business
- Always take initiatives to learn. Never say no. Take up more and more initiatives so that you learn and grow.
- Know how to execute the ideas generated in your mind with speed and vigor.
Mr. Manish Jain, Director Health Policy, Johnson & Johnson Medical
Highlights of the Lecture
Mr. Manish interacted with students about their expectations from an organization and guided them on the same
- Exploration of Student’s Interest Area- Mr. Jain started the session by asking the students the reasons for joining PGDM program and their aspirations. Following the responses from some students he told them that getting into a master’s program in business gives them time to explore the area of their interest and the avenues available for them to have a career in. He further added that the school would help them in realizing the realms of business.
- The Managers’ Expectations- Mr. Manish told the students couple of things which are important and which managers expect while hiring business graduates. He started by telling them the essentiality of having an overall orientation of the business environment, thus highlighting the importance of understanding Finance, Statistics, Decision Making, intricacies of Supply Chain Management, strategies, brief orientation in Marketing, how to make a marketing plan, project finance, Human Resource, Organization Behavior etc.
- Reason for hiring a post-graduate in business- Mr. Jain stated the prime reason for hiring an MBA, viz. their grasping power for business environment is faster since they are being taught about various aspects of a business.
- Stick to an Organization- Mr. Manish said that nowadays, people start thinking about the next job as soon as they join one. But in 10 years, the one who has stuck on to an organization is more stable than the person who has changed 5-6 jobs. The reason that he said is that organizations want continuity.
- Orientation of Johnson & Johnson- Johnson & Johnson is a manufacturing company, said Mr. Jain; which was started in 1876 as a company which was used to make dressings and gradually into huge number of things. The company is worth $70 billion operating in 160 countries. More than 165 operating companies are under Johnson & Johnson brand. The businesses are divided into 3 broad verticals: – consumer healthcare, medical devices and pharmaceuticals. The company works on very strong ethical principles. It takes corporate social responsibility as a part of its business orientation and never talks about it. The company has its credo which was adopted in 1946 that acts as a guiding principle. It says that the company is responsible first to its customers, then its employees, communities and stakeholders.
Mr. Nitin Bhat, COO, GENPACT
Highlights of the Lecture
What do companies look for while hiring students from B-schools.
Mr. Nitin Bhat said that different companies look for different things while hiring. He shared the following points which he read in an article in which Mr. Laszlo Bock, global head of People Operations in Google talked about how Google hires.
- Cognitive Ability- Mr. Nitin said that cognitive ability is usually synonymous with IQ but it means the learning ability i.e. how quickly a person learns a new thing.
- Emergent Leadership- Mr. Bhat said that emergent leadership means a person takes leadership based on situations. It can also be termed as situational leadership, i.e. a person knows when to come forward to take a lead and when to take a back seat and let some other person take the lead.
- Responsibility and Accountability- Mr. Nitin said that people who take responsibility are accountable and they should not shrink the responsibility.
- Intellectual Humility- Mr. Bhat said that one should have strong opinions but loosely held. Strong opinions strongly held become a prejudice but strong opinion loosely held is some sort of a conviction.
- Expertise- Mr. Nitin said that this point was mentioned in the last after all other points.
Mr. Nitin also shared the following points from his personal experience: -
- Diversified Career- The ability to take on a diversified career, said Mr. Bhat, depends on the kind of risk appetite that a person has. Risk and return usually go hand in hand. To have a diversified career, one has to take some amount of risk and come out of their comfort zone. There are 3 dimensions which can be changed: The Company, the functions that one works in and the geography. If one wants to be very safe, one has to change only 1 dimension. If one wants to be little more risky, 2 dimensions can be changed. If one wants to be very risky, all the 3 dimensions can be changed.
- Don’t Jump Jobs- Mr. Bhat said that nobody ever made it to CEO by jumping jobs. Initially a jump may get one a higher salary, but subsequent jumps will take one to smaller and smaller companies because big companies will not take someone who frequently changes jobs. Further jumps will result in no job left.
- The growth trajectory- Mr. Nitin said that at lower levels, the growth can be linear but at the senior levels, the growth gets slower.
- Promotions and Money are Side-Effect of Good Performance- The way to get money is to keep doing bigger and better things and money automatically follows, said Mr. Nitin. He said that one should concentrate on working well so that one gets bigger roles, gets promoted and money is a side effect.
- Communication & Presentation Skills- Mr. Bhat told the students that one needs to have excellent communication and presentation skills. He further continued by saying that all leaders have to be excellent communicators because if one goes higher in the organization, one has to get work done from his team. So to align the team to a certain vision, one has to communicate well.
Mr. Amit Garg, Business Head -Digital Media - Hindustan times
Highlights of the Lecture
Mr. Garg started the session by sharing his personal experience in Reliance Petrochemical where he learnt his first management lesson that though efforts are important in an organization but one is not rewarded for his efforts. Effectiveness is the most important thing which is rewarded. Sheer will to perform and deliver is evident across an organization. This was followed by some of the principles of life which he shared with the students.
- Punctuality: Punctuality is extremely important, said Mr. Garg, whether one is in school, college, organization, or any profession. It is not only coming on time, but also delivering the task on time. He further said that unfortunately the younger lot does not realize that punctuality is extremely critical. Mr. Amit said that there is no shortcut to hard work. Although somebody can sometimes get lucky but luck is a matter of lottery. Hard work always pays for majority of people.
- Importance of History & Geography: Mr. Amit told the students that he hated history and geography in his school days but now when he looks back, he realizes and regrets of not paying attention to what teachers were trying to teach because history and geography are very important in a business. They define business and society. They tell how cultures have developed. They also tell why certain things work in one country and not in another country. He continued by saying that one should not be in a situation where he/she regrets sometime later that he/she could have made better use of that time. At the end of the day one is valued for the knowledge, competencies, skills and achievements and not for the degree. Degree is just an initial filtering point at the time of interview.
- Learning: Mr. Garg said that learning doesn’t stop. One should never stop reading. Being aware of what is happening in the world is extremely important. Survival of the fittest happens. People are out of their jobs because they dint change with time, dint pick up the skills, and were not willing to learn. He said that these people would probably not find a way in the corporate sector because they don’t read and are not aware of what is happening in the environment. One should continue to learn. Thus adapting to changes is very important as told by Mr. Amit.
- Stability: Stability as told by Mr. Garg is deteriorating over a period of time, further saying that the young people are very restless. Although he said that there is nothing wrong with that because one needs to keep pace with others with the fast moving time but moving fast is not about changing jobs. He further added that if we look across the globe, the famous CEOs have been with their organizations for a long period of time. Mr. Amit cited three reasons for which one needs to spend certain time in an organization:-
- To learn about the job
- To start contributing towards the job
- To get rewarded by the organization
- The entrepreneurship buzz: Mr. Amit said that there has been a lot of buzz about entrepreneurship, but entrepreneurship is a hard place to be at. If one wants to be an entrepreneur, he/she should passionately believe in the idea. A successful manager can be a bad entrepreneur because an entrepreneur is completely on his own whereas in an organization a manager is supported by many things. He further added that one thing which one shouldn’t have in life is regret. It’s better to fail than have regret of not trying.
- Team Work: He said that it is not about individual in an organization. Lot of work is team work. One’s ability to work across functions, across people is required in a workplace. One will always have interdependencies in an organization. Working in a team without having ego and selfishness in between is very important because sometimes selfishness becomes detrimental to the organization as a whole.
Mr. Amit concluded the session by saying that these are kind of universal principles to be in a competitive world. It’s up to the students how they assimilate and apply these principles in their lives.
Mr. Mohan Varghese, Former Vice President
Former Vice President and Head of Channels Development TATA AIG
The real difference at the end of the day lies in one’s ability to take pressure which matters the most. Maintaining sanity and taking pressure can take everyone places. He mentioned that people look for things all over the place, but they don’t see the obvious.
Freedom of Speech is important but one cannot have it at all places and time, what one can have is Freedom of Thought. More we think, more we evolve, more the chances of being a better person increases. We will get the answer to the question, why we are here and where do we want to go. We ultimately have to bear the consequences of what we choose. We should take maximum out of being here.
Make the best out of our lives. Making every moment count. Different persons can do the same thing in different ways. We should learn and help others to learn. Often we fall prey to our insecurities, we don,t help others. If we believe and are sure about ourselves, we would help others.
It starts with us; we need to believe from the bottom of our heart in our ability to do things for others to believe in us. Our actions should match our words. Only we can change the way other people look towards us. Be satisfied. Have conviction and confidence in our abilities.
He asked students to watch Miracle Man, 30 minutes version to see how that person believed in himself and walked out of hospital. Every person lost hope in him but his firm belief made him stand and live his life. How he changed the world around himself.
Mr. Surjya Meher, Business Head, Mawana Foods Ltd.
Highlights of the Lecture
Challenges in the Current Business Scenario
- The reality of crunch point: When you get into reality, you face the “crunch point”, said Mr. Meher. He said that an organization faces challenges in different areas of business such as Human Resource, Marketing, Technology, Distribution, and Competition. He said that there is no such word as Recession by stating the example of Flipkart who did well during that period.
- People Management: One of the pressure that an organization faces as told by Mr. Surjya is to achieve “world class standards” in managing talent who are the non replaceable asset, i.e. attracting, educating, training, motivating, empowering and rewarding their employees. He stressed that a manager should put his heart and soul in retaining the employees.
- Operations Management: The operations management constitutes Finance, Business Process, and Technology as told by Mr. Meher. A manager should be able to achieve the target output in the least cost possible for which he/she should possess the required skills of allocating each resource efficiently.
- Customer Service: Mr. Meher spoke about the four key points of customer service: – reliability, service, efficiency and quality. He shared his personal experience of being a delighted customer of a company and also said that an organization has a corporate edge over others if its customers are delighted. He stressed that a manager should go beyond the realm of business to create happiness for its customers.
- Social Media: Mr Meher said that we are living in a virtual world where social media is gaining popularity among the masses. With this he added that there are old set of employees having traditional thoughts of marketing. Thus it is a challenge on managers to take the entire company into consideration and maintain a balance between different set of employees.Mr. Meher concluded the session by saying that an organization should practice 3600 marketing.
Mr. Ramesh Srinivasan, Sr-Director-Sales, Oracle Corporation
How to bridge the gap between being a student and being a corporate citizen
Mr. Srinivasan had an interactive session with the students in which he gave them insights on how to transform themselves from being a student to a corporate citizen. The important points related to the session are as follows:-
- Right Attitude: One needs to have a right attitude. Attitude cannot be taught, said Mr. Srinivasan, it has to be from within. People should walk in with the right attitude. He stressed on being punctual and also that first impression lasts forever. He also said that after joining an organization, a person should act like a sponge that can soak everything around him because every activity has a learning curve.
- Choose between two rights: One of the very important practical aspect of working in an organization as told by Mr. Srinivasan is that most of the times people have to choose between two rights and not between right and wrong.
- External and Internal Selling: A sales person should start with door-to-door selling which Mr. Srinivasan also did when he started his career in sales. He said that it is not mandatory but is important as the person learns a lot while personally interacting with his customers. He also said that a sales person needs to be outgoing. Apart from external selling, he spoke about internal selling in which the sales manager needs to communicate the feedback from the customers to other departments and convince them to make necessary changes, if required. He also spoke a very interesting point that “most the times, the way we buy is the same as the way we sell”.
- Learn: Mr. Srinivasan told the students that one should learn to differentiate between who a person is and what role he/she has in the organization. One should learn to say no. If a particular job is not meant for him/her, he/she should have the courage to say no. The worst thing that could happen is that one would be laid off from that job.
- Good Leader: He stressed that a manager should always be a good leader. When someone quits, he is quitting the manager and not the organization.Mr. Srinivasan concluded the session by saying that things change, but what would never change is “people buying from people”.
Mr. Rajeev Bhadauria, Director Group HR Jindal Steel & Power Limited
Mr. Rajeev Bhadauria spoke to the students about some vital skills needed to survive the challenges posed by modern day business situations.
He that business future cannot be predicted using linear extrapolations because the new relevant economic background for business is only 5 years old. There is not much economic history to utilize for risk management. Thus modern day business life needs to understand acknowledge and accept that change is not be design but by default. Today in knowledge economy the winner is not the one who has the information but the one who has the wisdom to utilize it.
He asked the students to be Modern. He explained Modernity was not westernization. It is not appearing to be western because western societies have been opined as being modern. On the other hand it is not appearing to be modern it is thinking modern. Modern thinking is nonconventional thinking or thinking out of the box. Creativity is always worth a premium and is a necessity to manage change. There are no standard solutions and everyone needs to think parallel and go beyond boundaries. The challenges are far greater as the standards are global which need bigger and better achievements in terms of better quality and greater value.
Executives need to be universal citizens. They need to have agility and a scientific temper. Scientific temperament would lead to logical and rational, critical and creative thinking. With the scientific temper executives also needed to have social and emotional equity with community thus making them greater human beings besides being productive and professional employees.
Mr. Mahesh Gupta, Regional Head, Ericcson
Mr. Mahesh Gupta, Director and Region Head – RCOM Managed Services North India visited DSB on 17th Aug and spoke to students on the Indian Telecom Scenario.
He highlighted that Telecom sector had seen massive growth in India. All transactions are through mobiles so it connects people, business and society. The telecom sector not only saw great growth period but also saw equally steep downfall in 2012 when 122 telecom licenses were cancelled. Each circle employed about 400 people and this cancellation left about 50,000 people jobless in a day. Banks lost a lot of money and besides Employees and banks OEMs for telecom companies who had long term contracts for supplying equipments. The manufacturing units and supporting banks were left with high inventories which had to get auctioned. Overall the recessionary conditions forced operators to get localized in their operations and no one wanted to be a pan India operator.
Big companies earned huge losses and besides increasing market share there is a need for increase in usage charges. Today utilization of 3G is less than 30% of its capacity. Times for telecom sector are going to be tough given the delayed revival from recession hence there is a need to be agile and efficient. Emphasis needs to be more on manufacturing sectors to ensure economy is robust.
Dr. Maninder Singh Khalsa, VP-HR, VIOM Networks
He spoke to students about the much needed skills and attitude to succeed in the corporate world. He advised students to always ask WIIFM – What is in it for me? He asked students to question themselves reasons for joining the PGDM program.
Mentioning the importance of taking initiatives he stressed the significance of innovativeness in modern day decision making processes. He insisted on acquainting the students with corporate environment before they actually take on corporate jobs.
Mr. Vikrant Bhatnagar, VP -HR Bharti Airtel Ltd.
He spoke about 4 essential skills – Entrepreneurial Skills, Flexibility, Learnability, Business Acumen.
On being asked about the success story of Airtel, he highlighted entrepreneurial spirit, good network management, innovation in products and services, sales and distribution model especially rural network model as the reasons for the success seen by Airtel compared to its peers.
Mr. Ashish, VP HR Marsh Securities
Mr Ashish spoke to students on long term happiness from the seven such of life.
He helped students understand the underlying values needed to have eternal happiness and success and not follow short cuts to short term success fame and glory. He discussed values from the perspectives of momentary pleasures versus long term happiness.
Dr. Justin Paul
He spoke to the students on the issues of Globalisation and International Business environment. The process of globalization derives opportunities and challenges. It is reversible phenomenon which involves restructuring based on comparative advantages.
Globalisation has been phases:
- 1870 – 1914 – First Wave
- 1914 – 1945 – Retreat to Nationalism
- 1945 – 1980 – Second wave
- 1980 Onwards – Third Wave
He highlighted the importance of free trade in achieving international competitiveness, reduction of price levels with more choices for customers. He reiterated the necessity to globalize to sustain and the necessity to improve the level of education. There are huge number of students graduating from India which need to be employable and employed.
Mr. Anil Sardana, CEO & MD, Tata Power
It was a moment of great honor for Delhi School of Business today as Mr. Anil Sardana, CEO & MD of Tata Power, delivered a guest lecture at the School. Mr. Sardana is credited with the remarkable turnaround of Tata Power Delhi Distribution Limited (TPDDL), turning the company from a loss-making entity into a profitable venture in a short time. The topic for the talk was Transformation Management, which Mr. Sardana asserted was key to the turnaround.
Read the full report here.