“One thing the competitors cannot steal from you is the relationship you have with your people and the relationship they have with their customers”

A 12 yrs boy comes to you with a report card

Report Card

Physics -AChemistry-A+Maths-AHistory - B

Where you are going to focus?

Why

Why not his strength ?

Did you grow because of your strength ?

Focusing on Weakness

Makes …..

…… them feel

small

Inferior Depressed

Frustrated & Rebel Disengage & Clueless

Common Assumptions focusing on weakness

• Taking strength for granted

• Expect person to be perfect in every thing

• Every thing can be improvised quickly

• Expecting clones of you• There is one and only

one way to success

Common Assumptions focusing on weakness

• Greatest opportunity lies in improving person weakness

• Every person need to improve to achieve and grow.

• Some managers believe suggesting something to improve only makes their job complete

Why we are inhibited to focus on strength?

• TBMs become complacent

Some people find fault as if there is a

reward for it

Emotional Bank Accounts

• When negative interactions, we are making withdrawals

• When we have positive interactions, we are making deposits

Focus on Strength

Focusing Strength

•Joy•Belief•Confidence•Initiative’s •Engagement•Success•Performance

New research shows working on strength

• 6 times more engaged

• 3 times better quality of life

Strength

• Each person's talents are enduring and unique.• Potential for growth is in the area of his greatest

strength• Enjoy what we are doing because we are using

our true talents

It is not easy to identify strengths

“Most people think they know what they are good at.

They are usually wrong…..

And yet, a person can perform only from strength”- Peter Drucker

Write down few strength of your team ?

Match my/our strengths to our roles at work

1.How well you know them ?

2.Did you know their strength ?

Look for the SIGNs of Strength

Building their strength 1. Catch person doing things “right”2. Praise immediately3. Be specific about what was right or

almost right.4. Share your findings about what he/she

did correctly.5. Encourage him/her to keep up the good

work.

Building the strength

• Apply the strength consciously• Develop the strength• Challenge the strength by applying it on a

higher level• Apply the strength more broadly-newer

applications

“Give Me Strength” Commitment

• One thing I will Keep doing:

• One thing I will Start doing:

• One thing I will Stop doing:

Strengths you may look for during Joint work or interaction

• Good RCPA.• Good number of Rxs of brand or brands.• Good brand availability.• An attempt or successful POB• Drs appreciating during call.• Good VAF detailing • Good input presentation.• Dr conversion• Successfully organizing CME / doing camp.• Call avg / coverage as per or more than expectation• Adding more Rxs or getting Rx for new or additional brand• Timely submissions.• Or any personal achievement

Etc. etc. etc………….

How will you do it continuously?

During your Joint Field Work ……

•Keep noting strengths & area of enhancement in your DIARY

•Share it with Individual at the end of your joint working.