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With over 35 years of distinguished experience in Sales and Marketing, I have forged my expertise within the Construction, Earthmoving, Material Handling, Concrete Equipment, and Mining industries, extending my impact across Pan India and Southeast Asia. Throughout my tenure, I've had the privilege of collaborating closely with over 1500 sales executives, operating seamlessly within both company teams and dealer networks. My contributions have extended to over 10,000 sales transactions, solidifying partnerships with more than 32 esteemed dealers. This extensive experience has afforded me the unique ability to discern critical gaps in the Indian approach to this industry. In response to these observations, I've meticulously crafted specialized training modules tailored for Construction Equipment OEMs. These modules are meticulously designed to bolster individual and organizational performance and enhance productivity. Training modules I've conceptualized and delivered: 1. Salesperson Effectiveness: Empowering our sales force with the differentiation strategies crucial for success in this industry. 2. Annual Plan Preparation: Crafting and executing victorious, product-specific annual plans to attain challenging goals effectively. 3. Salesperson's Effectiveness: Equipping sales professionals with techniques to channel their focus exclusively towards selling activities, thus elevating efficiency. 4. Territory Planning: Implementing an innovative approach to optimize territory plans, resulting in maximum customer outreach and a reduced "order per km travel" ratio. 5. Art of Prospecting: Instilling scientific prospecting methodologies to ensure we seize the initiative in reaching potential customers. 6. Sales Manager Role: Guiding sales managers in assuming the role of territory CEOs, transcending from senior sales roles to strategic management. 7. Market Share: In-depth exploration of the constituents of market share, along with strategies to control and enhance factors within our sphere of influence. In the past three years, I've had the distinct privilege of delivering these impactful training programs to esteemed organizations, including Tata Hitachi, Doosan Bobcat, Manitou India, and Hailstone Innovations, while also training over 300 sales executives. Beyond these endeavors, I am deeply committed to sharing my insights and expertise as a Guest Speaker at prestigious Management Institutes, where I've addressed over 500 students. Many of these students maintain regular contact with me, seeking guidance and mentorship.
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The Candle and Clip: A Study in Simplified Solutions In an era where technological solutions often lean towards complexity, a simple candle-extinguishing mechanism offers a profound lesson in problem-solving and business innovation. Picture this: a modest clip with a spring mechanism, one arm touching a burning candle, the other holding a bottle cap. As the candle burns down, the clip automatically drops, and the bottle cap extinguishes the flame. This elegantly simple device encapsulates powerful principles that business leaders can apply to their most challenging problems. The Power of Mechanical Thinking The candle clip mechanism demonstrates what engineers call "mechanical advantage" – achieving maximum output with minimum input. In business terms, this translates to leveraging existing resources and natural processes rather than creating complex new systems. The clip uses gravity, timing, and basic mechanics to solve what could otherwise require electronic sensors, power sources, and complicated programming. Lessons in Simplification Several key principles emerge from this humble device: 1) Utilize Natural Forces: The mechanism relies on gravity – a force that's always present and costs nothing. In business, this means identifying and leveraging existing market forces, customer behaviors, or organizational dynamics rather than fighting against them. 2) Minimize Moving Parts: With just two primary components – the arms of the clip – the device accomplishes its task reliably. Fewer moving parts mean fewer potential points of failure. In organizational terms, this suggests streamlining processes and reducing unnecessary steps or stakeholders. 3) Built-in Timing: The clip's timing is inherently linked to the very problem it's solving – the burning candle. This self-timing feature eliminates the need for external triggers or monitoring. Business solutions that incorporate natural feedback loops and self-regulating mechanisms often prove more sustainable than those requiring constant oversight. How can leaders apply these principles in their organizations? 1) Start by asking: "What's the simplest possible solution?" Often, we overcomplicate problems by adding unnecessary features or steps. The candle clip didn't need electricity, sensors, or complex programming – just an understanding of basic physics. 2) Look for solutions that work with existing processes rather than against them. The clip doesn't fight the candle's burning – it uses it as the trigger mechanism. Similarly, successful business solutions often leverage existing customer behaviors or market dynamics rather than trying to create new ones. 3) Prioritize reliability through simplicity. The fewer components in a system, the less likely it is to fail. This applies equally to business processes, project management frameworks, and organizational structures. #sanjayinspiresindia Video Courtesy: Unknown on social media. I am not the owner.
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