Topic - Time Management Sk

1 Day Workshop - 9 to 6 PM

Objective: To equip sales managers with effective time managemen

No Timeline
8.45 AM to 9.00 AM
1 9 to 9.15 AM
2 9.15 to 10.45 AM

10.45 AM to 11 AM

3 11.00 PM to 1.30 PM

01.30 PM to 2.15 PM

4 2.15 PM to 2.30 PM
2.30 PM to 4.00 PM

4.00 to 4.15 PM
5 4.15 PM to 4.45 PM

6 4.45 to 5.30 PM
 Topic - Time Management Skills for District Sales Man

Traget Audience - DSM

Objective: To equip sales managers with effective time management techniques, enabling them to

Topic
Pre Training arrangment - Greeting
Welcome / Introduction /
Icebreaker activity - Name your team and come up with a slogan
Understanding Time Management Principles
Why we are here today
Agenda of Day
Start with Open forum - Time Managemnt

Video - Time Management - Fun / Chellanges (5 min + 5 min Debrief)

Consept imprtance - Time Management
As DSM - Why / How - what are the task lists that needs my priority

Tea Break

Time Management Matrix (Urgent-Important Matrix)

Group Activity - List Down Task - Urgent / Important
Team Presnetation / Debrief by Trainer / why / what
Close Learning
Why Important to Manage Crisis / Schedule / Delegate / Eliminate

Lunch

Recap by Audience / List down to Storyboard

Overcoming Time Wasters and Distractions
List of common time wasters, Challenges as DSM
Concept of Time Robbers / Time Wasters
List down Group Activity with Solution on TR/TW (15 min Group Activity
/ 15 Group Presentation)
– Debrief by Trainer – Close topic

Tea Break - working

 Concept of Procrastination
What is Procrastination – Why / What / How to Avoid as DSM
Concept / Importance / How to Avoid / Why
Real Situation / Example – Open House for Q/A

Recap and Action Plan /Closing Remarks and Feedback

Summery / Take Aways / Action Plan by Participants
Q/A Open Discussion – Closing remarks
agement Skills for District Sales Managers - DSM

Facilitator - Training Team Venue - Mumbai

e management techniques, enabling them to increase productivity and achieve better results.

Learning Objective Method

Groupd Rules - Agenda Overall Set up Readiness
Facilitator explains role and background with program. PPT / Welcome
Icebreak - Team Alignment Group Activity
Trainer Lead
PPT
PPT
Q/A
Lay the foundation by introducing key time
management principles. Video
PPT
PPT / Open House

Networking / Team / Group connect / Refreshment connect with Participants

PPT / Q/A / Thorught Provoking

Question
Group Activity
Teach participants how to identify priorities and create
Group Presentation
effective plans.
Trainer Summery
Q/A - Asking what to do in DSM
Task list

Networking / Team / Group connect / Refreshment connect with Participants

Recall Individual Call - 5 Point

Trainer Lead
Trainer Lead
Equip participants with strategies to tackle common
time-wasting challenges
Discussion, and group activities
Trainer Lead

Networking / Team / Group connect - Recall connect with Participants

 Trainer Lead
Trainer Lead
How to manage Procastination
Question Based Discussion

Open floor for Summery

Summarize key takeaways, encourage participants to /Questions and feedback.
create their time management action plans, and set
goals for implementation. Action Plan Form
Trainer Lead
 Venue - Mumbai

etter results.

Time Resource
Trainer
15 min
10 min DSM Group
90 min

Trainer Q/A - Referance

Guide

PPT with Inbuid Video

PPT

15 min Café

60 min PPT
20 min Chit Pad / Chart Paper
20 min
5 min PPT
30 min PPT

45 min Resturant

15 min Free Goodies

90 min PPT
Q/A - DSM
PPT

PPT

15 min Café
30 min PPT

PPT

45 min
PPT
 Topic - "Mastering Execution Ex

1 Day Workshop - 9 to 5 PM

Objective : To equip DSM with a comprehensive understanding of Execution Excellence throu

goal achi
No Timeline
8.45 AM to 9.00 AM
1 9 to 9.15 AM
2 9.15 to 10.45 AM

10.45 AM to 11 AM

3 11.00 PM to 1.00 PM

01.00 PM to 2.00 PM

4 2.00 PM to 2.15 PM
2.15 PM to 4.00 PM

4.00 to 4.15 PM

5 4.15 PM to 4.45 PM

6 4.45 PM to 5.00 PM
 Topic - "Mastering Execution Excellence with Discipline"

Target Audience - DSM

ip DSM with a comprehensive understanding of Execution Excellence through a Four-Discipline Approach

goal achievement.
Topic
Pre Training arrangement - Greeting
Welcome / Introduction / Icebreaker
Understanding the Importance of Execution Excellence
What is Execution Excellence / Importance / Why / What / How
Efficiency Vs Effectivness
Case Study - List of Task / Team People / Lack of Execution
Group Presentation - Debrief - 5 Group (5 DSM / Group)

Tea Break

Introduction to 4 Disciplines of Execution (4DX) - what

Discipline 1: Focus on the Wildly Important
Discipline 2: Act on the Lead Measures
Discipline 3: Keep a Compelling Scoreboard
Discipline 4: Create a Cadence of Accountability
Group Activity - Examples - Each Team 1 Discipline + 1 Summery

Lunch

Recap by Audience / List down to Storyboard

5 Case Study - 5 Group (4D + 1 Mix - Pharma Case Study )
Group Presentation / Discussion
DSM Practical Learning

Tea Break - working

What to Focus - Excellence or Execution

Practical Dilemma - Challenges
DSM - Mindset - Growth to Overcome

Recap and Action Plan /Closing Remarks and Feedback

Summery / Take Aways / Action Plan by Participants
Q/A Open Discussion – Closing remarks
cution Excellence with Discipline" - DSM

Facilitator - Training Team Venue - Mumbai

ence through a Four-Discipline Approach, enabling them to enhance their performance, productivity, and
goal achievement.
Learning Objective Method
Group Rules - Agenda Trainer
Facilitator explains role Trainer Lead
PPT / Q/A / Group Discussion
Trainer Lead
Encourage active participation and to help participants
understand various Execution Excellence. PPT
Case Study
Group Activity

Networking / Team / Group connect / Refreshment connect with Participants

Trainer Lead

DSM will grasp the foundational concepts of 4DX - Question based Discussion
Practice for 4DX with Case Presentation - Chart

Group Activity

Networking / Team / Group connect / Refreshment connect with Participants

Recall Individual Call - 5 Point

Case Study
Practical Learning of achieving Execution Excellence by
Group Activity
Discipline
PPT - Trainer Lead

Networking / Team / Group connect - Recall connect with Participants

Trainer Lead
Question Based Discussion
How to manage Practical Dilemma
Trainer Lead

Open floor for Summery

Summarize key takeaways, encourage participants to /Questions and feedback.
create their action plan -4DX Action Plan Form
Trainer Lead
ue - Mumbai

mance, productivity, and

Time

15 min
90 min
45 min

15 min
30 min

15 min

30 min
15 min
15 min
15 min
15 min
30 min

45 min

15 min
60 min
30 min
15 min

15 min

30 min

15 min
 Topic - "Elevate Your Sales Mindset: A Gr

1 Day Workshop - 9 to 5 PM

Objective: To equip our DSM with the knowledge, tools, and mindset necessary to foster a grow
and results in their sales efforts.

No Timeline
8.45 AM to 9.00 AM
1 9 to 9.15 AM
2 9.15 to 10.45 AM

10.45 AM to 11 AM

3 11.00 PM to 1.00 PM

01.00 PM to 2.00 PM

4 2.00 PM to 2.15 PM
2.15 PM to 4.00 PM

4.00 to 4.15 PM

5 4.15 PM to 4.45 PM
6 4.45 PM to 5.00 PM
 Topic - "Elevate Your Sales Mindset: A Growth vs. Fixed Mindset W

Target Audience - DSM

our DSM with the knowledge, tools, and mindset necessary to foster a growth mindset and overcome fixed
les efforts.

Topic
Pre Training arrangement - Greeting
Welcome / Introduction / Icebreaker Mindset

Explaining the concepts of Growth Mindset vs. Fixed Mindset.

Provoking with Powerful Images - Capture Responses

Case Study - Capturing Fix Mindset Behaviours from Case
Team Presentattion - Debrief

Tea Break

Discussing how mindset influences sales performance and team dynamics.

How to judge Fix vs Groth Mindset / Factors affecting Mindset

Analyzing the impact of mindset on past sales experiences

Journey from Fix to Growth - IDEALIST / REALIST / OPPORTUNIST /

PESSIMIST / CYNICAL / INDIFFERENCE / OPPORTUNIST

ud
Lunch

Recap by Audience / List down to Storyboard

Cultivating a Growth Mindset
Strategies and techniques for developing a Growth Mindset
Creating personal Growth Mindset action plans

Tea Break - working

Fostering Growth Mindset in Sales Teams

Practical steps for promoting a Growth Mindset culture within the sales
team.
Group Team discussion and sharing of best practices.
Recap and Action Plan /Closing Remarks and Feedback
Summery / Take Aways / Action Plan by Participants
Q/A Open Discussion – Closing remarks
et: A Growth vs. Fixed Mindset Workshop" - DSM

Facilitator - Training Team Venue - Mumbai

ter a growth mindset and overcome fixed mindset limitations, ultimately driving improved performance

Learning Objective Method

Group Rules - Agenda
Facilitator explains role Trainer Lead
PPT / Q/A / Group Discussion

Understand the fundamental differences between

Growth Mindset and Fixed Mindset. PPT
Case Study
Group Activity

Networking / Team / Group connect / Refreshment Connect with Participants

Trainer Lead
Role Play - Observer
Recognize the impact of mindset on sales performance
and team dynamics. Team Discussion
PPT / Trainer Lead

Networking / Team / Group connect / Refreshment connect with Participants

Recall learning Group Activity - 1 to 1

Trainer Lead
Develop strategies to cultivate a Growth Mindset
personally and within the team. PPT / Question Based Discusssion

Networking / Team / Group connect - Recall connect with Participants

Trainer Lead

Apply Growth Mindset principles to sales scenarios for Question Based Discussion
improved performance.
Group Activity
 Open floor for Summery
Summarize key takeaways, encourage participants to /Questions and feedback.
create their action plan -4DX Action Plan Form
Trainer Lead
ue - Mumbai

improved performance

Time

15 min
90 min

15 min
45 min
30 min

15 min

30 min

30 min

45 min

15 min
90 min

15 min

15 min

30 min
15 min
# Day
1
2
3
4
5
6
7
8
9
10
11
12
13
Brief Agenda
Setting up context of UNNATI - Time Management - Urgent & Important
MIS processes; Chintamani to Manilal via Maniben; Secondary sales & WAP caselets; Value story-2
Experiential learning – How Integrace is different than other pharma companies?
Experiential learning – How Integrace is different than other pharma companies?
Experiential learning – How Integrace is different than other pharma companies?
Story - Maganlal; Totaram, Shantilal, Mangilal, Tejilal & Tarakumar – Selling skills; Value story-3
Brands-1 & 2; Value story-4
Brands-3 & 4; Value story-5
Brands-5 & 6; Value story-6
RECERATION DAY
Marketing initiatives at Integrace; Value story-7
Situational handling and groupwise practice; Value story-8
Final evaluation; Value story-9