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SUNDAY LEARNINGS

25th Feb 24

Sales and Leadership Wisdom from the Leaders, Mr. Devang Mody - 2

I asked Mr Devang Mody, CEO – Bajaj Finserv Health, what are the 3 characteristics of successful salespeople? He replied First, you have to recognize that sales is your calling. If you don’t find a calling in sales, then however good the product is, however good the company is, you are not going to be happy.
Second, sales is slightly different from most of the other functions in any organization, and that difference stems from uncertainty. If you look at other functions – at operations in our business, at risk management, at marketing, at finance, at technology – there is an objective and you have to work to meet that objective, but 90 percent of the things are in your control. Sales is not like that. You have only 20 to 30 percent in your control, and the rest is dependent on need of that consumer and the power of your product and competitive position. Hence, you should be willing to venture into uncertainty. You should love the fact that there is a high possibility of sales not going through. It is not reflection of your effort, of your ability. A lot of the time it’s beyond you. So if you thrive in such situation, then sales is right for you.

The third is, the most important aspect of a salesperson is persistence. There is a chance of failure, and if you can remain “At it” forever, you will be a successful salesman.

#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

 

18th Feb 2024

Sales and Leadership Wisdom from the Leaders, Mr. Devang Mody

Mr. Devang Mody, CEO – Bajaj Finserv Health, has been my boss and guide in my professional life. Whatever I am today is because of the learnings I had working under him in GE Countrywide.
I took an opportunity to interview him in my book & share his wisdom with all readers. I asked him, How can we develop leaders in our organization? He eloquently replied People don’t do what you tell them to do. People do what you do. So, to groom people, you have to first practice what you want them to imitate. If you listen to your customers, your people will start listening. If you behave positively, then your people will start behaving positively. The method is simple: You start doing the behaviours you want to see, and that’s it.#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

 

11th Feb 2024

Sales and Leadership Wisdom from the Leaders, Mr. Kamal Nandi

Mr. Kamal Nandi has been leading organizations for a couple of decades so I got curious to understand his thoughts on Leadership now vs a couple of decades back, he said, It has changed quite a lot. I believe leaders now have moved to become more inclusive and encourage entrepreneurship than in those days.

About ten or twenty years ago, leader did the thinking and all the others worked on execution, but today it’s a lot more inclusive, more entrepreneurial. Everybody is expected to be a leader, to take their own decisions, to think on their own, contribute to the bigger picture. I think there has been a drastic change. The business strategy today is not created by a few in the organization; instead, it’s created by all the stakeholders, including your consumers and distributors. They all become part of strategy building.

#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

 

4th feb 2024

Sales and Leadership Wisdom from the Leaders, Mr. Kamal Nandi

Mr. Nandi would have trained thousands of salespeople in the B2B industry, including myself, so I asked him how a salesperson can build strong relationships with their distributors. He replied

I have always believed that sales is all about relationships because it is not about business to business or business to consumer, instead it is all about People to People. Therefore, maintaining a healthy relationship is an important aspect of any business. It drives many businesses, and to achieve this, the two critical things you must develop are trust and an attitude to serve. If you are able to genuinely display these, I think you will get very good at the people-to-people part of the business equation.

#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

 

28th Jan 2024

Sales and Leadership Wisdom from the Leaders, Mr. Kamal Nandi

Mr. Kamal Nandi has more than 3 decades of running a business so I asked him How do you approach slumps in business? He answered

Ups and downs are a part of the business cycle. We have seen many ups and downs in our industry, but I think it’s more important to work on some of the fundamentals of business.
First, you have to understand the business basics and then really focus on them because if you are working with clarity, the slumps in business will not impact you as much as they would otherwise.

Similarly, when the business is going well, you will attain the lead easily. So my suggestion or advice to people is to understand the fundamentals of your business and work accordingly. If not, you may not survive the meltdown phase of your business.

#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

21st Jan 2024

Sales and Leadership Wisdom from the Leaders, Mr. Kamal Nandi

Since Godrej Appliances Ltd has one of the largest distribution networks in the appliances industry, I asked Mr. Kamal Nandi, How do you build trust in your distributors? He replied

I think the biggest or the most common part to build trust is to “walk the talk.” If you say something, you must deliver that. Over a period of time as a person develops the confidence that whatever you say, you are actually delivering, trust gets built. Then, over a period of time, it strengthens. You have to show this with your actions.

Godrej has been able to build trust in its consumers because over 119 years we have delivered on our promises year on year, every time.

#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

 

14th Jan 2024

Sales and Leadership Wisdom from the Leaders, Mr. Kamal Nandi

In my 1st sales job in 1997, I had the opportunity to work with Mr. Kamal Nandi, Business Head, Godrej Appliances Ltd, and I must thank him for teaching me about the basics of Selling. Naturally, in the book interview, I asked him the 1st question, what is that one thing a salesperson should know to be successful in sales? He answered

For sales, the most important thing one needs to know is their customers and for that you need to do some real groundwork, that is, getting to know and understand who are your end users. Most salespeople don’t go to the users; they never really understand their customer. If you go to the customers and interact with them, you will have a better understanding of their buying habits and behaviours.

For example, in distribution, most of the people involved with sales don’t go to the retail level. Going to the shop floor and observing the customer and their interactions and reactions to the product will provide better insight on how to sell. If you don’t understand your customers, you will not be able to sell successfully.#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

7th Jan 2024

Sales and Leadership Wisdom from the Leaders, Motilal Oswal

Mr Nitin Rakesh is one of the fittest CEOs I interviewed, so I asked him why a CEO/Leader should play sports? He answered, Two things come to mind: firstly playing a sport is a great way to stay fit, and most CEOs are competitive in nature, so these people like competitive sports, like squash or tennis or even golf. I think it keeps your mind engaged as well as your body fit.

Secondly playing a sport and not winning every time also keeps you humble, so it’s a great lesson in humility to play a sport which is competitive, because it is very easy to get on this track that I am the CEO, and I am better than others. But when you lose a game of squash you know it’s a lesson in humility and keeps you honest.

#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

 

31st Dec 2023

Sales and Leadership Wisdom from the Leaders, Motilal Oswal

Everyone says Sales is the most important function in a company, so I asked Motilalji, how much should he spends or a CEO should spend on sales? Motilalji answered, This is situational. When you build a business; you need to lead from the front. When you are able to get a start up push to that business then you may withdraw it and leave it to the team. But sales is one activity that can not be delegated 100 percent.

We always look at the client from two sides, whether they are high performer and high potential, or low performance and high potential. So we need to make sure high-performance, high-potential, low-performance, and high-potential clients are given some amount of time to meet them and build relationships with them because our business is  about relationships.

#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

 

24th Dec 2023

Sales and Leadership Wisdom from the Leaders, Motilal Oswal

In my experience of knowing Motilalji for 15 years, I have not seen him start or come late for one meeting in life, so I asked Motilalji, How can a leader become a time management expert & focus on the most important activities? He replied KRA’s are nothing but key result areas or Priorities and I call it as High Impact Areas.

First is identifying your priorities, 2nd is looking at your time allocation to these high impact areas, so I do it every week, every Friday evening or Saturday morning I check how is my next week planned? Is it focused on high impact areas or too many routine or unimportant things. Having clear priorities and spending maximum time on 2-3 high impact areas are the two things which can help you get the best out of your time.

And at the same time you should allocate 20-30% of time to routine activities . Because when you run a company there will be a lot of things which will come your way unplanned.

#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

 

17th Dec 2023

Sales and Leadership Wisdom from the Leaders, Motilal Oswal

I had the opportunity to interview Mr. Motilal Oswal, the co-founder of MOFSL. I know many people who want to start their own company but need guidance, so I asked him to share his 3 learnings on building a successful business. He said, I think, the first thing is the people whom you align or work with. The important thing is the people who value your passion, your value system and who come with complementary skills. So passionate people with complementary, that is, different skills but sharing the same values. That’s important from a business-growth perspective.

The second thing is to create a culture where people give importance to learning. The knowledge which you gain can get obsolete fast. So how do you not only upgrade yourself intellectually but also create a culture where people also follow the learning mindset.

The third thing is to keep looking for opportunities within the business you are in or a business where you have some strengths.

#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

 

10th Dec 2023

Sales and Leadership Wisdom from the Leaders, Nitin Rakesh

Mr Nitin Rakesh is one of the fittest CEOs I interviewed, so I asked him why a CEO/Leader should play sports? He answered, Two things come to mind: firstly playing a sport is a great way to stay fit, and most CEOs are competitive in nature, so these people like competitive sports, like squash or tennis or even golf. I think it keeps your mind engaged as well as your body fit.

Secondly playing a sport and not winning every time also keeps you humble, so it’s a great lesson in humility to play a sport which is competitive, because it is very easy to get on this track that I am the CEO, and I am better than others. But when you lose a game of squash you know it’s a lesson in humility and keeps you honest.

#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

 

3rd Dec 2023

Sales and Leadership Wisdom from the Leaders, Nitin Rakesh

I asked Mr. Nitin Rakesh, CEO and ED of Mphasis Ltd, “How has the role of CEO’s changed or evolved in the last couple of decades?”

He said I think the core leadership skills are still the same, and the CEOs of today, obviously in keeping up with the times, have to balance a lot more variables, especially technology, collaboration, competitive variables, and also time periods have shrunk, and product launches are happening in a matter of days and not years.

It is a question of how you keep up with these advancements, but I think the core characteristics and skills required to run a business haven’t really changed that much. #salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

26th Nov 2023

Sales and Leadership Wisdom from the Leaders, Nitin Rakesh​​

I asked Mr. Nitin Rakesh, CEO and ED of Mphasis Ltd, “What is the role of the CEO? How can a CEO help companies stay ahead of the competition?” He answered “A CEO is ‘Chief Everything Officer’ with multiple hats: chief strategy officer, chief sales officer, chief brand ambassador, chief people manager, chief customer relationship officer, chief investor relations officer, the list can go on.

 

The common goal or vision in all the roles is ‘what is it that will differentiate your business today and sustain it long term’ for all stakeholders. Then relentlessly work towards creating the comparative differentiator you can create in your business. That is the way To be the ‘Leader of the pack’.

I think you can bring all of that together and craft that into a corporate strategy and then craft a laser focus execution plan with monetary execution to the strategy.”

#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

19th Nov 2023

Sales and Leadership Wisdom from the Leaders, Nitin Rakesh​

I asked Mr. Nitin Rakesh, CEO and ED of Mphasis Ltd, How can the CEO enroll employees across locations or countries to his vision? He eloquently answered “I believe Leadership is a contact sport ! Which means the more people you can touch, the more hearts and minds you can engage with, the better it gets, the easier it gets to align them to your vision and your goals.

Fortunately for us, in today’s connected virtual World, technology is a great catalyst to effectively collaborate and engage. Almost always wherever I have travelled, and where we have had offices, or people, there is nothing better than spending an hour in a room full of people, just interacting with them, not presenting, just talking, and connecting.”

#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

12th Nov 2023

Sales and Leadership Wisdom from the Leaders, Nitin Rakesh

I had the opportunity to interview one of the most Inspirational CEO, Mr. Nitin Rakesh, CEO and ED of Mphasis Ltd. Naturally, I asked him the first question: Are CEO’s born or developed?

He answered, “Every CEO is unique, and there is no sole universal formula that fits all. There are however, a few salient traits and inherent leadership capabilities linked to the age-old question about leadership: “Are you a born leader or can you be trained to be a leader?” I have seen great leaders born, trained, great CEOs who came up the ranks, and great CEOs who are more natural at their jobs.”

History has showcased a trend of successful CEOs and leaders across geographies, causes, and circumstances that have consistently been:

→ Passionate about leading people,
→ Have the ability to connect both intellectually and emotionally as good orators
→ Have a vision or end state clearly charted out
→ Can stay true to the vision with execution.

#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

5th Nov 2023

Sales and Leadership Wisdom from the Leaders, Sunil Rohokale​

I asked Mr. Sunil Rohokale, how can salespeople handle failures? He replied, Failures are part and parcel of the salesperson’s life, so when asked how to handle failures, “You need to have the courage to face failure and of course correct it.

In selling, sales guys are as much relationship-oriented as trust seekers, and at the same time, they are very emotional souls and hold themselves responsible for failure. So, failure has nothing to do with an individual, individual competence or their capability, but failure needs to be examined in the context of how we fail, and why did we fail? A failure actually gives you a chance to introspect.”

#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

29th Oct 2023

Sales and Leadership Wisdom from the Leaders, Sunil Rohokale​

I asked Mr. Sunil Rohokale, How has selling changed in today’s technological world vs the 90’s?

He answered Technology to a salesperson should be an enabler than a threat. Technology is an efficiency booster, so rather than thinking that I am going to get monitored and watched, one should embrace it quickly. It is an enabler and force-multiplier for salespeople.

In earlier days, sales was all in your head. Today technology helps you digitize every client conversation, records which can be very helpful in building long term relationships. I think that’s very significant difference from the past.

#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

22nd Oct 2023

Sales and Leadership Wisdom from the Leaders, Sunil Rohokale

In the book interview, I asked Mr. Sunil Rohokale how to build trust in your team and channel partners. He answered, “Authentic relationships are the relationships where you are genuinely interested in knowing your own colleagues, your own consumer & partner.

Trust means there is a minimal gap between actions and words. So, trust’s difficult aspect is that it needs time to build. And trust doesn’t happen automatically. Trust is a journey.”

#salesbooster https://www.amazon.in/dp/1772046221 www.nimeshmehta.net

15th Oct 2023

Sales and Leadership Wisdom from the Leaders, Sunil Rohokale

One of my profound learnings in life is “Learn from other people’s successes and failures. Life is too short to learn everything by yourself.” To implement this learning, I interviewed 25 CEOs and business leaders across industries and captured their experience and wisdom in my book. From this weekend, I will share 3-5 learnings from each interview.

I am starting with my Mentor and Coach, Mr. Sunil Rohokale, Group CEO and MD of ASK Investment Managers Ltd. When asked the question, how do you build lifelong relationships? He answered, “Relationship to my mind is, “you have to give before you get.”

In the organizational context, when you keep adding value every time you get chance to, you are the energy giver; otherwise, you are an energy sucker. If you give energy, the relationship will get built, and if you add value, your relationship will strengthen. Trust gets even stronger. So you need to engage. For a relationship, engagement is a keyword.” 

www.nimeshmehta.net https://www.amazon.in/dp/1772046221 #salesbooster

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