Implementation of Your Marketing Plan 1 How to Ensure Successful Implementation of Your Marketing Plan Perri Cebedo y Associates.

Slides:



Advertisements
Similar presentations
Time Management. Objective To utilize the resources and information offered to enhance our time management skills so that we can be more productive and.
Advertisements

Leaders Facilitate Teamwork
Twelve Cs for Team Building
Level 3 Award in Leadership and Management Workshop 5 - Presentation
Growth Generation Leaders
ORGANIZATION. 2 Problem scenario  Develop an organizational chart for your laboratory showing lines of authority from the head of the organization to.
Curriculum Planning: The Human Dimension
Criminal Justice Organizations: Administration and Management
Management and Leadership
Health and Work Development Unit 2011 Implementing NICE public health guidance for the workplace: Implementation and audit action planning toolkit.
Malcolm Higgs and Deborah Rowland
Leading Teams.
Management and Leadership
12 Entrepreneurship Managing New Ventures for Growth.
Project Management Gaafar 2006 / 1 * This Presentation is uses information from PMBOK Guide 2000 Project Management Human Resource Management* Dr. Lotfi.
Organizational Behavior: An Experiential Approach 7/E Joyce S. Osland, David A. Kolb, and Irwin M. Rubin 1 ©20 01 by Prentice Hall, Inc. Chapter 9.
1 Collaboration Toolbox Two Concepts Active Listening Situational Leadership.
Coaching Workshop.
United States Department of Agriculture Office of Procurement and Property Management Effective Negotiation Refresher August 2008 Exhibit 1.
Chapter 12 Manager as Leader
Quality Improvement Prepeared By Dr: Manal Moussa.
11 Management Functions and Principles. 22 Overview The Managerial Environment Management Processes (Functions) Managerial Roles Universality of the Manager’s.
The Nurse as Change Agent and Advocate
Simply put, they are skills you have acquired during any activity in your life -- jobs, classes, projects, hobbies, sports, virtually anything.
Managing, supervising, being a leader is the hardest job in the world! Because each human being is different and you have to learn how to drive each.
Implementing Total Quality Management
© 2011 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
Webinar: Leadership Teams October 2013: Idaho RTI.
Conservation District Supervisor Accreditation
7 Management and Leadership 7-1 Management Functions and Styles
Chapter 11 – Managing a Business
McGraw-Hill/Irwin Copyright © 2008 by The McGraw-Hill Companies, Inc. All rights reserved. Chapter 7 Developing, Delivering, and Reinforcing a Sales Training.
Organizational Change
McGraw-Hill/Irwin Copyright © 2008 by The McGraw-Hill Companies, Inc. All rights reserved. Reaching Goals: Plans and Controls Today’s smart supervisor.
Year 12 Business Management Management roles, styles & skills (Chapter 5)
Chapter 1 Introduction Managers and Managing.
Management & Leadership
Chapter 12 The Manager as Leader.
Georgia Rural HIT Forum CLINICAL HIT LEADERSHIP – ESSENTIAL ELEMENTS FOR SUCCESS Karen Graves Clinical Systems Analyst - Chestatee Regional Hospital Jennifer.
February 20, 2013 Special thanks to our Sponsors: 1 Achieving Growth Through People.
Team Leadership AGED Thought for the day… “Strength lies in differences, not in similarities.” ~ Steven Covey.
How to Supervise People Discussion Session # 39. PEOPLE AND RELATIONSHIPS 1.They develop high morale and enthusiasm among their employees. 2.They know.
KEY MANAGEMENT ROLES. POLC  There are four key management roles.  Say in your head 5 times: management roles = POLC.  DO NOT FORGET THIS!  Very easy.
/0903 © 2003 Business & Legal Reports, Inc. BLR’s Human Resources Training Presentations Coaching Techniques.
Teambuilding For Supervisors. © Business & Legal Reports, Inc Session Objectives You will be able to: Recognize the value of team efforts Identify.
Creating a goal-driven environment - 3 Barbie E. Keiser University of Vilnius May 2007.
Leading Positive Change
AN INTRODUCTION Managing Change in Healthcare IT Implementations Sherrilynne Fuller, Center for Public Health Informatics School of Public Health, University.
Job Analysis - Competency Modeling MANA 5322 Dr. Jeanne Michalski
©2013 Cengage Learning. All Rights Reserved. Business Management, 13e Management, Supervision, and Decision Making Increasing Management Effectiveness.
Implementing Situational Leadership: Building Commitments
MANAGEMENT FUNCTIONS NOTES. WHAT IS THE ROLE & WORK OF A MANAGER?
EFFECTIVE LEADERSHIP ENT WHAT IS LEADERSHIP? It is the ability to: Use motivational strategies to inspire individuals or groups to work toward achieving.
© BLR ® —Business & Legal Resources 1403 Leadership Skills What New Supervisors And Managers Need to Know.
Management & Leadership
New Supervisors’ Guide To Effective Supervision
© BLR ® —Business & Legal Resources 1408 Teambuilding for All Employees.
Organizational Behavior: An Experiential Approach 7/E Joyce S. Osland, David A. Kolb, and Irwin M. Rubin 1 ©20 01 by Prentice Hall, Inc. Chapter 9.
IN SEARCH OF EFFICIENCY AND SUPERIOR EXECUTION Strategic Organizations.
PROGRAM MANAGEMENT MODULE 2 Dr. Nicole Fitzhugh Professional School Counselor Berwyn Heights Elementary.
Chapter IV – Leading Objectives: What is Leadership?
How to Effectively Launch a New Product
 In Ned law are a company that provides strategic consulting and management, composed of a team of high academic and social esteem, focused on optimization,
© 2014 Ceto and Associates Corporation
The Study of Organizations
Leadership Play Book Copyright © Texas Education Agency, All rights reserved.
Introduction to management
Coaching.
TS
Presentation transcript:

Implementation of Your Marketing Plan 1 How to Ensure Successful Implementation of Your Marketing Plan Perri Cebedo y Associates

Implementation of Your Marketing Plan 2 Why the Marketing Plan is Not Implemented Delay of Regulatory Approval Miscommunication: Production, Medical, Distribution, Sales Delay by Suppliers, Printer Conflicting Priorities Lots of Responsibility, Little Authority

Implementation of Your Marketing Plan 3 Failure in Implementation Lack of Field Force support and Cooperation Not having Sold the Plan Failing to get the Team involved Involvement is key to being committed Failure to Obtain Commitment

Implementation of Your Marketing Plan 4 Challenges to Effective Implementation Achieving synergy between Sales and Marketing Improving cooperation, selling ideas, projects Difficulty in the Follow-up of Strategies Training the Sales Force

Implementation of Your Marketing Plan 5 Failing to Follow Up Lack of monitoring and measuring Failure to modify plan Failure to correct errors and reward successes Failing to recognize success

Implementation of Your Marketing Plan 6 Failing to Train Properly Not having the right KSAs to implement Plan Training wrongly focused on Knowledge, not Skills

Implementation of Your Marketing Plan 7 How do you teach Selling Skills? Produce Video Models Divide the Presentation into Parts –Teaching Tennis in Stages, The Serve, The Backhand In Selling Skills, Teach Skills in Easy Parts: The Opening, NFB, CS, Handling Resistance, Closing etc A Video Model for each Skill

Implementation of Your Marketing Plan 8 But Reality is Different! We Teach Selling Skills Poorly We don´t produce Video Skill Models We don´t produce a Video Model on How to Sell our Product A New Instruction Manual On How to Dance a New Dance

Implementation of Your Marketing Plan 9 Sometimes we do use a Model! A Volunteer Victim who is forced to play Rep With another Volunteer Victim who plays Impossible Doctor And all the rest to critique publicly While the Video Camera records A Perfect Model of How Not to Do It!

Implementation of Your Marketing Plan 10 Written exams on Skills: not valid Oral exams can measure the eloquence But how do you do it in a Time Efficient Way? The Audio Cassette Recorder Because it measures Eloquence and Technique Demonstrates Enthusiasm and Confidence Closer to reality!

Implementation of Your Marketing Plan 11 Converting Knowledge into Skill Long Process Adult Learning Theory Andragogy versus Pedagogy 9 Step Process

Implementation of Your Marketing Plan 12 Converting Knowledge into Skills and Sales Results Write own model Role Play Video Recording Action Plan Field Follow Up: R/C VIDEO MODELS Apply in Steps 100% K- Mastery New Habit: Sales!

Implementation of Your Marketing Plan 13 Principles of Role Play Explain the process, the Steps Show a video model Analyze the Model Apply it to another Product Everyone writes own Model Correct written Model Practice with Written Model

Implementation of Your Marketing Plan 14 Causes of Conflict Different Objectives Differentes perspectives: Short versus long term Management Styles Failure to understand the Process of Mktg. Planning

Implementation of Your Marketing Plan 15 How to Manage Conflict Involve Higher Management Get everybody involved Inform and educate First things first: Sell the process first. Then Sell your Plan Planning is a method not the Goal Use GANTT o PERT-CPM Charts

Implementation of Your Marketing Plan 16 How to Manage Conflict Delegate to your staff Start with the simple, easy to accomplish tasks Then be sure to recognize and reinforce Use prizes and incentives Be flexible: Everything is negotiable! Use Positive Techniques to improve Cooperation and Commitment

Implementation of Your Marketing Plan 17 Positive Techniques to Get Commitment Involve all your internal clients So they become co-Authors of your idea Recognize the needs of the other person Always consult others, seeking their input Avoid memoranda esp. the negative kind! Build goodwill by doing favors for others Keep team members always well informed

Implementation of Your Marketing Plan 18 Positive Techniques to Get Commitment Reward suggestions Reward achievements Maintain good relations by applying the Platinum Rule Be humble; Accept responsility for failure Ask for feedback on your leadership style, image

Implementation of Your Marketing Plan 19 DOCTORS PATIENTS CHANNELS OF DISTRIBUTION CLIENTES MARKETING RESEARCH AGENCIES AD AGENCIES CHAMBERS OF COMMERCE GOVT AGENCIES SHAREHOLDERS HIGHER MANAGEMENT FINANCIAL MANAGERS PROMOTIONAL DEPARTMT MKTG. RESEARCH DEPT. SALES DEPARTMENT BUYING DEPT PACKAGING DEPT PRODUCTION DEPT. MEDICAL DEPT. RESEARCH / DEVELOPMENT LEGAL DEPARTMENT EXTERNAL CLIENTS REGISTRATION DEPT INTERNAL CLIENTS DISTRIBUTIÓN DEPT PRODUCT MANAGER

Implementation of Your Marketing Plan 20 Different Ways to Exercise Power Power to reward The power of your Expertise Power of personal charm Persuasive power Power to sanction

Implementation of Your Marketing Plan 21 Knowledge, Skills, Attitudes Ability to negotiate at all levels Comunicates well oral and written Ability to analyze and synthesize Up-to-date in the all types of media Organized in all aspects of work Manages all types of planning tools Humble, consults with internal clients always Gets Field Force Committed

Implementation of Your Marketing Plan 22 QUALITIES OF A PRODUCT MANAGER Prolific Initiative Analytical Selective Flexible Diplomatic In Terms of IDEAS In Terms of SKILLS In Terms of ATTITUDE In Terms of EXECUTION Innovator Risk-Taker Leader Carismatic Persistent Strong Team Player HE WILL BE ENTERPRENEUR 2. ORIGINATOR 3. COMUNICATOR 4. COORDINATOR