January 22, 2021

Every business activity in Sharekhan is taken up as a challenge by Sherus which eventually brings out the best in them. One such activity that saw Sherus from the network rise and shine required them to get as many clients to invest in the Stock of the Month, ITC, as possible in January 2021 to allow them to capitalise on the opportunity the stock offered. The entire network had five days to achieve a turnover target of Rs.50 crore. Most of the clusters and branches achieved their respective targets too. But among them one branch stood tall and high and that was the Delhi – Barakhamba Road branch led by Branch Manager Gaurav Kapoor. Gaurav and his team of Relationship Managers (RMs) relentlessly pursued the challenge even after achieving the target on the first day itself and amassed a total delivery quantity of 52,678 shares against a target of 8,357 shares. That is 630% achievement! We caught up with Gaurav to get a hand on the secret sauce behind the adrenaline-rushing performance of the branch. We present the success recipe below, you must try it the next time.

Internal Communications Team (ICT): Congratulations! You achieved the five-day Stock of the Month target for ITC in just one day. How does it feel?

Gaurav Kapoor (GK): It feels fantastic. I am really happy that our strategy paid off. The previous Stock of the Month was well accepted by both RMs and clients, and its success taught us that targets for such activities are easier to achieve on the first day itself rather than the later days, when the prices are higher -- having already run up -- and every branch is making a desperate attempt to achieve its target. So with ITC too, we consciously aimed to achieve the target on the first day itself and we did it.

ICT: You overachieved the Stock of the Month by a long mile. How did you manage this stellar performance?
GK: I took the idea as a contra call and decided to aim for numbers beyond our target. I then discussed my plan with our Cluster Head Hemendra Agarwal, who backed my conviction of going for numbers beyond our target. I also discussed the plan with the Advisory team at the head office, Rahul Jakharia and Shaji Nayar, who also supported my conviction.

Research also played a key role. When there was some negative news on the stock and the stock was falling, I called the Advisory team to know the technical support levels for the stock to initiate the next tranche of trades. When you have the backing of the Research team, your motivation level automatically goes up.

We used different communication channels, such as SMS, WhatsApp and e-mail, to connect with the clients depending on their channel of preference. We also maintained a spreadsheet for five days of the activity with remarks and this formula helped the team to perform well.

We were able to initiate trades for 66 unique clients in the activity period.

ICT: How did you identify clients for ITC, the Stock of the Month?
GK: I profiled the branch’s clients and selected close to 200 semi-active and inactive clients. I assigned these clients to the RMs, who mailed, texted and called them to pitch the investment idea.

Iss branch ke best practices follow kar, Sharekhan kar.