Center for Excellence in Sales Management (CESM) is an excellence center established by KIIT School of Management to achieve greater understanding for promotion of sales management in corporate organizations in Indian context. CESM’s vision is to be acknowledged as a program of international renown where academia, industry and policy makers collaborate, learn and innovate for mutual benefit. Sales Management is a major area of teaching and research at KIIT School of Management. CESM is therefore dedicated to carrying out specialized theoretical and applied research, consultancy and skill-enhancing programs on Sales Management to promote closer and enduring industry-institute collaboration. The Centre will bring together practitioners from leading organizations, researchers from renowned research institutes and KIIT School of Management’s multi-disciplinary faculty to carry out specialized capability building programs and cater to industry requirements in the field of Sales Management.
The current body of work available to Sales Organizations on Sales Capability Area is very limited and restrictive. This is a vertical where there is a huge requirement for Sales Capability Solutions. Our various solution offerings are aimed at fulfilling this unmet demand of corporate organizations. The solutions that we provide can be broadly categorized in 3 areas which are:
- Sales Leadership: In this area we have the expertise of Executive Coaching for key leaders in Sales Organization
- Winning Behavior: Under this solution head NEWS sell for mid-level managers are delivered
- Stakeholder and Channel Management: The solution helps sales teams in the area of sales development, promotion and team selection etc.
The Delivery Model:
Each of our solutions is customized from ground up, using global frameworks and methodologies. Each assignment is a combination of one or more approaches and the delivery team is put together bringing industry and skill expertise which fits the organizational needs. Many of our solutions have facilitated workshops and specific behavioral training built into it. The design of our offerings hinges on three key elements:
- Understanding the organization’s and team’s DNA
- Getting meaningful and shared results
- Customization and simplicity while using global and tested frameworks
Depending on the specific client need, we bring in subject matter experts for training and skill building workshops from our internal and partner resources.
As an academic institution our In-house faculty is a team of top notch personnel with impeccable past record with Corporate giants and MNCs in the field of sales. As a core competence area, they have contributed immensely to their previous organizations and brought about a riveting change in their personnel sales force. Some of the key profiles are:
Anil Bajpai: A Post Graduate from IIM Ahmedabad, BE in Electrical Tech & Electronics from Indian Institute of Science, Bangalore and B.Sc. in Physics – St. Stephen’s College, Delhi University. He has worked with telecom corporates like Vodafone Essar Spacetel Ltd as Chief Operating Officer, Reliance Infocom Ltd. as CEO(Madhya Pradesh, Chattisgarh and Odisha), DSS Mobilink as Vice President(Operations), Airtel as General Manager (Sales, Marketing and Customer Care), Max Electronics as Deputy General Manager, Continental Device India Ltd. as Manager, Hindustan Motors Ltd. as Zonal Sales Manager, SB Billimoria & Co. as Consultant.
Surya Mishra: A Post Graduate from IIM Lucknow and B.Arch from IIT Kharagpur, he has worked with leading companies like ITC Limited and Nokia India Pvt. Ltd. in diverse roles in Sales & Distribution, Brand Marketing and has helped shape some of the upcoming brands in personal category with ITC Limited.
Joydeep Biswas: A Post Graduate from XLRI Jameshpur and B. Tech from IIT – BHU, Varanasi. With close to 8 years of industry experience in premier companies like ITC, Nokia and IBM, he has worked in domains of Sales, Distribution Management, Brand Marketing and CRM. His experience spans across industries like FMCG foods, tobacco, mobile devices and IT services.
Subrat Sarangi: A Post Graduate from XIMB, B. Tech from Govt. College of Engg., Trivandrum, Kerala University and Pursuing Executive Fellow Program at XLRI, Jamshedpur. With more than 15 years of industry, management and consulting experience having worked with Jindal Steel & Power Ltd., Avalon Consulting, IBM BCS, Wipro Consulting and iGATE- Patni. Prior to joining KSOM, he was leading the delivery of Beroe Inc. (a boutique KPO in Procurement Market Intelligence) as Vice President, he is best equipped to train the personnel in the various cutting edge approaches of sales which is the demand of the present times. His area of work has predominantly been around – Corporate Strategy, Growth Strategy, Market Entry Strategy, Process Optimization and Performance Improvement, Business due diligence & Outsourcing Assessment. He conducts numerous MDPs (Management Development Programs) both On-site and Off-site.
Kumar Mohanty: A Post Graduate from XIMB and B.Tech, he has more than 14 years of experience as a Marketing Manager with Nicco, Branch manager with Jenson and Nicholson and Finolex Cables as an AGM-Sales and as Business Head with IMS. He heads the Career Advisory & Augmentation Services.
Our Solution Partners:
It is important to collaborate with synergetic resources from all areas to maximize value offering. Keeping this in mind we have partnered with boutique advisory firm Think Talent focused on supporting clients on key issues around Leadership, Talent and Culture. Think Talent was founded in 2010 and in this short time, has established itself as a reputed organization in the People & Organizational space. Think Talent today supports more than 40 clients across multiple industry sectors with an in-house team of more than 20 people and an active delivery group of more than 100 partners.
Client Story:Facilitating Development Actions for Sales Managers
How we helped a leading consumer goods organization to build required competence for its Sales Managers
The client wanted to enable competence development of individuals in Sales Force for the present and future success of the Organization. The objective was to ensure that competence development of Sales Force becomes a focused and continuous process.
To succeed in this project, our team needed to identify areas of improvement in the Sales Force which were also critical for success of the Organization. Such competencies were shortlisted and then a continuous input process was designed for Sales Managers to build on these competencies.
We engaged in identifying the areas where competence development was critical from the Organizational stand point. This exercise was significant for this organization as they plan to invest in development programs of each individual Sales Manager. Our intervention is being conducted in three phases;
- Conducting diagnostic study to understand critical areas of development for Sales Managers
- Conducting a two days workshop with Sales Managers on these critical areas
- Implementing Action-Learning for Sales Managers with their peers and mentors on “real business” problems