Uncategorized – Nimesh Mehta

5th Jan 25

Sales and Leadership Wisdom from the Leaders,Madhavan Menon

I asked Mr. Madhavan Menon, Chairman & MD of Thomas Cook the role and importance of tour manager in Sales.
He succinctly replied, I call these guys our Brand Ambassadors because they accompany groups right throughout a tour and are constantly multi-tasking to fulfill/cater to the requirements of individual customers and resolve problems/complaints they may face. So we made them a part because of their experience and knowledge.
Given the vast experience/knowledge, we have embedded them through the entire experience starting with product development, sharing information during the sales process. Their knowledge is extremely important.

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

29th Dec 2024

Sales and Leadership Wisdom from the Leaders,Madhavan Menon

I asked Mr. Madhavan Menon, Chairman & MD of Thomas Cook for this thoughts on selling process & customer experience in the travel industry. He replied, We are constantly trying to give our customers “omni-channel” access using Technology. My view is that a customer will decide how they will connect with you. A customer comes to you because they believe that you can fulfill the experiences they are looking for. This belief is based on brand reputation, ability to deliver quality and are user friendly.
As a part of this changeover, we are enabling our agents with Technology that will let customers decide what they want to see. The world now recognizes that a customer is looking for an experience. The customer is going to pick and choose the experience. You are not going to tell the customer what to do. So the mantra today has changed from customer service to customer experience. You don’t determine what the customer wants to experience, but you manage the customer’s experience.

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

22nd Dec 24

Sales and Leadership Wisdom from the Leaders,Madhavan Menon

Mr. Madhavan Menon, Chairman & MD of Thomas Cook, has more than 2 decades of experience in the Travel & tourism industry. I asked him, Is an Indian customer only looking at the price, or at value, or at value at the right price? He replied; first, the concept of value is heavily embedded in today’s younger generation. They are the future travelers, so I think it’s important. Travel is an aspiration for this generation.
When I buy a holiday, it’s intangible. I have visions in my mind of what I bought for a holiday, so the chances of my being disappointed are very high. Thomas Cook is a bundler of services owned and provided by third parties. You will appreciate that fulfilment is complex, tricky and requires a lot of experience. Thomas Cook through experience, training and well-honed processes is able to deliver a balanced product. I always internally preach to people that you can never get anything 100 percent right. However, what is important is how quickly you can retrieve a situation generated. So from a customer’s perspective, it is managing expectations. We are constantly trying to inject the management of expectations and simultaneously using technology to drive it. I am not saying we have perfected the art. But I believe we have invested a lot in perfecting delivery.
My personal belief is as much as price is an indicator, people also come to you by reputation. Brand loyalty is extremely important in this industry and is determined by word of mouth. But if you are able to manage expectations and retrieve situations, trust me, that loyalty exists. The loyalty to our two brands, SOTC and Thomas Cook, are high. A benchmark of brand loyalty is repeat customers and I can proudly say that to the Thomas Cook and SOTC have good repeat rates.

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

15 Dec 2024

Sales and Leadership Wisdom from the Leaders,Vishal Kapoor

I asked Mr. Vishal Kapoor, CEO – IDFC MF (now Bandhan MF), Is Selling a Science or an Art? He replied I think selling needs elements of both: The science as well as the art. Among other aspects, the science in selling, on the one hand, provides the ever-so-important process. This can help provide a minimum level of quality and consistency. It’s the framework on which the engagement can be effectively built. It’s a “must-have” for success.
The art, on the other hand, allows for the individual’s interpretation and implementation of the process. This allows the scope for expressing an individual’s style. Appreciation of the “softer aspects” often provides the edge, when combined with the rigour of a well-implemented sales process.

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

8th Dec 2024

Sales and Leadership Wisdom from the Leaders,Vishal Kapoor

Mr. Vishal Kapoor, CEO – IDFC MF (now Bandhan MF), would have hired many sales leaders, so when asked what qualities he looks in them, he replied,
“relevant technical skills and/or experience in the role are important. However, deciding factors include an assessment of the passion the individual has for the customer; integrity; and positive energy that can spread across the team to find and implement solutions. Cultural fit with the organization’s work ethos is important. A team-based work culture is a critical advantage.”

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

1st Dec 2024

Sales and Leadership Wisdom from the Leaders,Vishal Kapoor

Mr. Vishal Kapoor, CEO – IDFC MF (now Bandhan MF), has been both the B2B and B2C sides of the business, so I asked him How are they different and how can a person succeed in each one?
He replied Typically with a wider client base, B2C tends to offer more variety in client needs and perspectives. The need to adapt is therefore greater. Insights from direct “end user” feedback are often much richer, helping one create new solutions.
The more focused B2B model typically needs a higher level of technical competence, since one is dealing with an “expert.” Also, relationships may often need to run more deeply to be successful.

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

24th Nov 2024

Sales and Leadership Wisdom from the Leaders,Vishal Kapoor

I am privileged to know Mr. Vishal Kapoor, CEO – Bandhan MF, for more than a decade. When I asked him to share with the readers the 3-5 traits of a salesperson to succeed in the BFSI segment, he replied that sales can be a highly rewarding career. Yet it can be highly demanding as well. It is therefore important that individuals starting their career are clear on why they are choosing to pursue this career. Some common attributes of successful salespeople I have met are the following:
A genuine interest in people: This interest translates into a “real” interest in the customer and her needs, and into helping offer a suitable solution.
Energy: Salespeople need high levels of energy to transmit their excitement of the benefits from their product or service to the client.
Integrity: The BFSI segment demands the highest levels of integrity in its salespeople. We are dealing with people’s hard-earned savings, and often the language used is not easy to understand. Successful careers are built on keeping a promise over a sustained period of time.
Preparation: Sales is hard work. Successful salespeople plan and prepare well for each such interaction. Additionally, one has to keep abreast of the field with knowledge of best practices.

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

17th Nov 2024

Sales and Leadership Wisdom from the Leaders,Vishal Kapoor

I asked Mr. Vishal Kapoor, CEO – IDFC MF (now Bandhan MF), how has Selling changed in financial services now versus 2 decades back?
He replied Selling has evolved rapidly, keeping pace with a rapidly changing world. One of the key structural shifts over the last two decades has been access to information. Democratized, inexpensive access to the latest information and research through technology has helped clients get rapidly sophisticated, especially in the financial services industry. Technology is also now being effectively used to create real-time feedback loops and track sales quality more accurately.

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

10th Nov 24

Sales and Leadership Wisdom from the Leaders,Jai Krishnan

Again, a pragmatic and beautiful answer from Mr. Jai Krishnan, CEO – Samsonite, when asked how leadership has changed in the last couple of decades?
He replied Leadership has become more consultative. A leader believes that his job is to get the best out of his team. And that best comes out only when you treat people as equal parts of the team irrespective of age, grade, and salary level. You have to be honest and say there are certain things you know and certain things I know. That’s why I am here to talk to you. That is the leadership style that I always used, and I think it works. A team has to complement each other.
Your job is to put these things together. So that means identifying what a person brings to the table and accepting that everybody cannot be good at everything. You set an example by openly saying, “I don’t know what you know, please tell me. Just, because I am senior in the company hierarchy doesn’t mean that I know better.” I find this style of leadership most effective.

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

3rd Nov 2024

Sales and Leadership Wisdom from the Leaders,Jai Krishnan

Mr. Jai Krishnan, CEO – Samsonite would have launched hundreds of products in his career. So, my question to him was how do you approach a situation when that product fails? His pragmatic answer should be read multiple times by every leader in any industry.

He replied, If you launch a product and it doesn’t click, any smart organization needs to just accept it and quickly get out of it. Sometimes you get passionate with a project and that leads to a product. And if the consumer rejects the product, you should not argue with the consumer. Sometimes you start believing in it – that he needs it, but he doesn’t know it, that he doesn’t understand. There is the Walkman example and people who say that consumers didn’t know about it at all and that Sony made it for them. But when a consumer rejects something, accept it and move on.

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

27th Oct 2024

Sales and Leadership Wisdom from the Leaders,Jai Krishnan

I asked Mr. Jai Krishnan, CEO – Samsonite, Is money the differentiating factor in successful partnership with distributors?
He immediately replied, No. I think it is fairness. For example, in the Middle East, our trade partner is one company we have dealt with for the last 37–38 years. We deal with one company in every country. The minute we do that, it is a kind of a marriage, and then after that you do not do anything which jeopardizes his interest. As long as you are fair, relationships don’t get spoilt.

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

20th October 24

Sales and Leadership Wisdom from the Leaders,Jai Krishnan

I was humbled to interview Mr. Jai Krishnan, CEO – Samsonite, who has sales experience across geographies and countries, so when asked how selling bags is different in the Middle East vs India?
He replied, Basic selling does not change, but customer needs around the world for the same product or service can be different. Their levels of service and expectations of quality may be different. For example, the customer in the Middle East uses 82cm-size bags. They pack more when they go on a holiday. The company was not making 80 cm size, but because the Middle East wanted it, we started making that 82cm size for most clients. So when you meet your customers and distributors, once you understand the customer needs of that country, then selling is the same across the world.

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

13th October 24

Sales and Leadership Wisdom from the Leaders,Sanjiv Mehta

I asked Mr. Sanjiv Mehta, CEO & MD of HUL Ltd, what are the 3-5 traits of a successful salesperson in the consumer industry? He replied Sales has moved from being pre-dominantly an art to an art & science. A good salesperson is customer centric, has a growth mind set, is analytical and comfortable with technology and builds and nurtures relationships

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

6th October 24

Sales and Leadership Wisdom from the Leaders,Sanjiv Mehta

Sales or Selling is not looked up as the most sought-after career or profession. Unfortunately, companies use fancy words other than sales in their professional title. So, I asked Mr. Sanjiv Mehta, CEO, and MD of HUL Ltd, the importance of Sales for a business leader or CEO, and this is what he replied
“I believe that every aspiring business leader should spend some time at least in sales. This is where the rubber hits the road. A good business leader is always a good salesman… if he is not selling goods and services he is selling strategies and ideas.”

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

29th Sept 2024

Sales and Leadership Wisdom from the Leaders,Sanjiv Mehta

I asked Mr. Sanjiv Mehta – CEO & MD of HUL Ltd, How has selling changed in consumer industry now vs when you started?
He replied Three decades back the world was much simpler. Everything was done manually though a good company did have strong manual selling systems. Those were the days when selling was more of an art. It is very different now with information and analytics playing a far more important role.

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

22nd Sept 2024

Sales and Leadership Wisdom from the Leaders,Sanjiv Mehta

Mr. Sanjiv Mehta has been leading companies across countries, so I wanted to understand how Leadership has changed today vs. when he started.
He eloquently replied Leadership is situational. The world we live in has changed and the expectations of the society from business especially big business has changed significantly and consequently the expectations from leaders has also undergone a shift. They have to understand the role the business plays in society and the fact that it goes beyond simply profits. The CEO has to be an agent of change and in a fast-evolving world they have to be at the forefront of re-inventing their company. However, there are some traits and qualities of a CEO which are timeless e.g. the CEO has to be ‘purpose driven’ and ‘values led’. The leader sets the tone for his organization. A good CEO will always have a long term perspective but they also understand that there is no long term without short term and he has to be adroit in balancing the two.

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

15th Sept 2024

Sales and Leadership Wisdom from the Leaders,Sanjiv Mehta

I was curious to know the qualities Mr. Sanjiv Mehta CEO & MD of HUL Ltd, looks while hiring sales leaders and his expectations from a good sales leader.

He replied eloquently; A good sales leader should be a ‘leader of business’ i.e. knows what to do and also a ‘leader of people’ i.e. knows how to do. He should be a person who is very conversant with marketing, data & analytics, technology, finance as well as with a good understanding of the entire value chain. It needs no gain saying that he needs strong domain skills in the areas of customer value proposition, channel dynamics and should be able to visualise and lead the trends shaping the industry. A sales leader generally heads large teams and therefore he should have the knack of motivating and inspiring large teams.

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

1st Sep 2024

Sales and Leadership Wisdom from the Leaders,Sanjiv Mehta

One of my profound learning is “Focus on becoming productive instead of being busy.” So I asked Mr. Sanjiv Mehta – MD & CEO of HUL Ltd, How can salesperson become productive?
He answered, Productivity enhancement happens on two counts. One is based on an individual i.e. how disciplined they are, how conversant they are with the products, brands and activities and how efficiently they manage the finite time they have at their disposal. But, productivity also depends a lot on the tools & systems that you equip a salesperson with e.g. aids to selling, appropriate information, analytics etc. to facilitate his efforts.

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

25th Aug 2024

Sales and Leadership Wisdom from the Leaders,Sanjiv Mehta

I asked Mr. Sanjiv Mehta – CEO & MD of HUL, what does it take to be successful in FMCG distribution selling?
He answered, Distribution especially in FMCG entails three distinct but inter-related systems i.e. Demand generation from customer, demand fulfilment of customers and demand creation from consumers at point of sales. A successful distribution system has built immense capabilities around all the three sub-systems.

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

18th Aug 24

Sales and Leadership Wisdom from the Leaders,Sanjiv Mehta

HUL will have one of the country’s largest FMCG distribution networks, so I asked Mr. Sanjiv Mehta – CEO & MD of HUL, How do you earn, build, and retain your distributors’ trust?
He replied If an organization adopts a long-term perspective and is fair to all stakeholders then it starts building trust with its partners in the eco-system. Distributors are very important partners of an FMCG company. To earn, build and retain trust the company has to ensure first and foremost that the distributors earn a fair return on their investments, the company also invests in building their capabilities and very importantly the company supports & lends a hand when the distributor goes thru a bad patch.

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