Is Leadership the forte of only the Senior Management? Absolutely NOT!
Leadership is a quality that everyone possesses and displays in all walks of life and at all levels.
In any organization, it is commonly thought that only those with managerial titles or teams under them are leaders.
But that's not necessarily true.
Anyone who displays Leadership Qualities and has followers is a Leader.
Let's take a look at Leadership in a traditional FMCG Sales hierarchy, as experienced in the 1980s.
The first level of leadership starts with the Distributor.
I've seen Distributors who were excellent at Planning, Problem Solving, Delegating, Inspiring, and Motivating their teams, showing empathy for their Supervisors and Salesmen.
Here are some key aspects of on-the-ground leadership:
🔴 Planning:
The actual GTM/RTM planning and execution happens at the distributor level. They map territories and allocate outlets to Salesmen to ensure fairness. They also decide on the most cost-effective delivery methods. Planning sets the tone for execution.
🔴 Problem Solving:
Distributors address issues like stock shortages and disputes between retailers and Salesmen. They provide crucial support during crunch situations. Problem Solving is the backbone of successful distribution.
🔴 Inspiring & Motivating:
Distributors lead by example, setting targets and working alongside Salesmen during brand launches. They ensure adequate support to meet sales goals. Inspiration and Motivation is driven by actions and not just words!
🔴 Empathy:
In those days, distributors treated their staff like family. They celebrated festivals together, dispersed bonuses before festivals, and personally attended to any personal crises or illnesses in the team. Practicing Empathy on the ground is the key to being a great leader.
And yes we know it is NOT as easy as it sounds, leadership has its complexities as you move up the corporate ladder.
But these basic traits lay a strong foundation for leaders to build a great foundation and flourish.
Do you agree with this? Would love to know your experience on the ground.
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