There are several reasons that led to victory in the early days of HRL, here are some of them.I had a burning desire to win having risked a lot in resigning from a cushy job in ETTDC to join HRL, and could be sacked for inability to fit in or perform.This strong desire to win rubbed off on Harish & George .They needed to win as they were on an extended probation.
My training in the management school at IIMB to think and work in a structured helped me a lot in the long gestation micrography sales cycle. We strictly followed the selling cycle, so important when sales lead times are so high.The team placed their trust in me and followed my suggestions and approach, in turn I took full responsibility for the team’s performance .
I carried no baggage from the past and went about the task of securing orders with enthusiasm and hope. Harish & George may well have had reservations in the early days, however, as a team, we kept at it and some where along the line they realised we where on the right track .
We discussed all tactical issues regarding each case every day. On Saturdays we conducted role plays of likely objections from customers. These daily tactical discussions and the movement we could see in several cases led to a growing confidence in the new methods I had introduced. Harish had a big part to play as I could see that he also believed in the structured and thoughtful approach we followed.I was often told when I was taking over this team that Harish would be difficult to handle. This was an error of judgement by my managers. He was a great contributor to our successes as a team.
I was in regular touch with my Manager in Delhi,CR Ramesh. Ramesh later became a life long friend.Our lives intertwined in a mystical way. Ramesh & Jaya,his wife, played an important part in my life and that of my wife Deepa. This frequent communication helped convey the feeling that we where on the right track and our adherence to the recommended sales strategy only helped keep faith in us. This positive communication also helped our team stay on track and accept my leadership and directions.If Harish & George had not cooperated with me or choose to leave we may not have succeeded to the extent we did. They carried all the knowledge of customer contacts, the lay of the land etc.
There was a human side to why we jelled together as a team. My natural style was to set up a caring and result oriented environment. We had our fun moments together as we went off on picnics & outings. We got to know each other and what we saw of each other appealed both ways .We all needed each other and needed to succeed as a team..