The morning call ritual is so common in field operations that most managers do not even question it anymore. Ring the executive. Ask where they are. Note it down. Move on. Repeat this across fifteen people. By the time the round is done, thirty minutes have...
Let us start with a scenario most Indian sales managers will recognise. It is 3:30 pm on a Tuesday. You have a field team of twelve. One of them has not checked in since morning. A key distributor just called saying nobody showed up for the scheduled visit. You open...
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