Before We Go Further……..

The purpose of every position and

person in any organization is to

somehow help create and sustain

Competitive Advantage…

“Multiplicity of Roles”

The boss……the subordinate …… the

coach…… the mentor……

The Question Seems Simple!!

Further Complicated by….

Motivate….. Train……Targets…..

Customer….. Relations…… Payments…..

Competition….. Career…… Family…..

“Multiplicity of

Responsibility”

Multiplicity Decreases Clarity. . .

. . . .Increases ConfusionCreates Conflict. . . . .

. . . .Reduces Focus

SALES

MARKETING

STRATEGY

VISION

Management

Sales Force

ASMs

Strategy Formulation

Strategy Implementation

ASMs

The role of middle management is

extremely critical

What You DO……

You train, coach, motivate….

Prospect……

Contact…….

Build trust…..

Nurture relationships…….

Gather intelligence…..

What is all That Contributing to?Build brand awareness

Increase brand acceptability

Drive sales

Increase revenue

Build and manage human capital