For decades Pharma Sales Managers are taught to be coaches more than the managers to their teams. The rookie manager – especially the first line manager takes the job very seriously and starts working on the same as per his/her understanding. Some make it big, some hit the wall. None of them is to blame. There has been very little work that talks specifically for coaching in the Indian Pharmaceuticals Industry.
This book is an effort to address coaching that pertains to the Indian Pharma Sales Manager. I have tried to include the learning I have acquired through my interactions with my seniors as well as many of the participants in various learning workshops I have facilitated over the past 10 years.
The book addresses the process of coaching which is likely to remain as it is for many years to come. Though, a lot is discussed in books and programs, yet little is implemented. Thus, this book tries to start the process of implementation with the help of do-able exercises at the end of each of the four sections.