Programme Content
Manager as Coach Current Response Cycles Coaching Prioritization Matrix Diagnostic Ability Goal Setting Coaching Conversations
About Programme
Area Managers of Channel Play face significant pressures from the large number of store managers reporting to them. As they become a bottleneck in the process, this reduces the entrepreneurial action across the sales function. In order to manage the the unusually large span of control, the AMs need to transition from 'managing' to 'coaching' such that the reportees are able to keep expanding their own respective sphere of autonomous decision- making, thus becoming entrepreneurial in their respective contexts.
Programme Benefits
HANDS ON FACILITY:
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Prashansa Uttam
Programme Advisor
Indian Institute of Technology Bombay
Executive Education Office
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https://www.iitb.ac.in
Mumbai, India
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