Adding Value:Adding Value:Self-Leadership and TeamworkSelf-Leadership and Teamwork

Module TenModule Ten

The Importance of TeamworkThe Importance of TeamworkAn Expert’s Viewpoint:An Expert’s Viewpoint:

At UPS, account executives partner and join forces with At UPS, account executives partner and join forces with route drivers, specialized electronic commerce account route drivers, specialized electronic commerce account managers, and marketing to gain intimate knowledge managers, and marketing to gain intimate knowledge about customer’s operation and craft unique distribution about customer’s operation and craft unique distribution and logistic solutions that match UPS capabilities with and logistic solutions that match UPS capabilities with customer needs and problems.customer needs and problems.

ActionAction

The Importance of TeamworkThe Importance of TeamworkAn Expert’s Viewpoint:An Expert’s Viewpoint:

According to Dale Hayes, Vice President of Sales at According to Dale Hayes, Vice President of Sales at UPS: “. . . . This information empowers the account UPS: “. . . . This information empowers the account executive to act as the client’s trusted advisor, who can executive to act as the client’s trusted advisor, who can recommend a wider spectrum of UPS solutions. It is recommend a wider spectrum of UPS solutions. It is that teamwork and symbiotic relationship with the that teamwork and symbiotic relationship with the customer that allows UPS to leapfrog its competition.”customer that allows UPS to leapfrog its competition.”

ResultResult

Self-LeadershipSelf-Leadership

The process of first deciding what is to be The process of first deciding what is to be accomplished and then placing into motion accomplished and then placing into motion the proper plan designed to achieve those the proper plan designed to achieve those objectives.objectives.

Five Sequential StagesFive Sequential Stagesof Self-Leadershipof Self-Leadership

Setting Goals and ObjectivesSetting Goals and Objectives

Territory Analysis and Account ClassificationTerritory Analysis and Account Classification

Development and Implementation of Strategies/PlansDevelopment and Implementation of Strategies/Plans

Tapping Technology and AutomationTapping Technology and Automation

Assessment and EvaluationAssessment and Evaluation

Understanding GoalsUnderstanding Goals

What makes a good goal?What makes a good goal?– Realistic, yet ChallengingRealistic, yet Challenging– Specific and QuantifiableSpecific and Quantifiable– Time SpecificTime Specific

Working with different levels and Working with different levels and types of goalstypes of goals

– Personal GoalsPersonal Goals– Territory GoalsTerritory Goals– Account GoalsAccount Goals– Sales Call GoalsSales Call Goals

Territory AnalysisTerritory Analysis

• Who are prospective buyers? Who are prospective buyers? • Where are they located?Where are they located?• What and why do they buy?What and why do they buy?• Who has the authority to buy, who influences Who has the authority to buy, who influences

the buying decision?the buying decision?• What is the probability of selling this account?What is the probability of selling this account?• What is the potential share of account that What is the potential share of account that

might be gained?might be gained?

Account ClassificationAccount Classification

Single-Factor AnalysisSingle-Factor Analysis– Accounts are Classified based on a single Accounts are Classified based on a single

characteristic (e.g., sales volume)characteristic (e.g., sales volume)– Classification is relatively easy to do and Classification is relatively easy to do and

understand understand – May be misleading because it does not take into May be misleading because it does not take into

consideration other potentially important factors consideration other potentially important factors (e.g., growth potential)(e.g., growth potential)

Purchases Purchases exceeding exceeding $50,000$50,000

Purchases Purchases exceeding exceeding $50,000$50,000

Purchases Purchases between $20,000 between $20,000

and $50,000and $50,000

Purchases Purchases between $20,000 between $20,000

and $50,000and $50,000

Purchases less Purchases less than $20,000than $20,000

Purchases less Purchases less than $20,000than $20,000

Single-Factor Analysis - ExampleSingle-Factor Analysis - Example

Purchases Purchases exceeding exceeding $50,000$50,000

Purchases Purchases exceeding exceeding $50,000$50,000

Purchases Purchases between $20,000 between $20,000

and $50,000and $50,000

Purchases Purchases between $20,000 between $20,000

and $50,000and $50,000

Purchases less Purchases less than $20,000than $20,000

Purchases less Purchases less than $20,000than $20,000

Classification Based on Annual PurchasesClassification Based on Annual Purchases

Resource InvestmentResource InvestmentResource InvestmentResource InvestmentHighHigh LowLow

Account ClassificationAccount Classification

Portfolio AnalysisPortfolio Analysis– Uses two factors to classify accounts Uses two factors to classify accounts

(e.g., sales and growth potential)(e.g., sales and growth potential)– Classification is relatively complex and Classification is relatively complex and

may be difficult to understand.may be difficult to understand.

Portfolio Method - ExamplePortfolio Method - Example

Competitive PositionCompetitive Position

StrongStrong WeakWeak

Low

Low

Hig

hH

igh

Acc

ount

Opp

ortu

nity

Acc

ount

Opp

ortu

nity Attractive, deserve Attractive, deserve

significant investment of significant investment of resourcesresources

Potentially Attractive, Potentially Attractive, Strengthen Competitive Strengthen Competitive

Advantage before Advantage before significant investmentsignificant investment

Unattractive, deserves Unattractive, deserves minimal investment of minimal investment of

resourcesresources

Moderately attractive, Moderately attractive, but growth potential is but growth potential is

low, moderate low, moderate investment of resourcesinvestment of resources

Development andDevelopment andImplementation of Strategies and PlansImplementation of Strategies and Plans

Establish and Implement Selling Task and Establish and Implement Selling Task and Activity Plans Activity Plans (e.g., sales goals, expense budgets, number of (e.g., sales goals, expense budgets, number of new accounts, and so forth)new accounts, and so forth)

– Yearly plan (sales goals and expensed Yearly plan (sales goals and expensed budgets)budgets)

– Quarterly PlanQuarterly Plan– Monthly PlanMonthly Plan– Weekly PlanWeekly Plan

Note: Yearly plan should support the goals of the organization. Quarterly, Note: Yearly plan should support the goals of the organization. Quarterly, Monthly, and Weekly plans should support the yearly plan. Monthly, and Weekly plans should support the yearly plan.

Execution of plans should be Execution of plans should be monitored and adjustments monitored and adjustments made as necessary.made as necessary.

Development and Development and Implementation of Strategies and PlansImplementation of Strategies and Plans

Establish Territory Route PlanEstablish Territory Route Plan– Straight-Line Route PatternStraight-Line Route Pattern– Cloverleaf Route PatternCloverleaf Route Pattern– Circular Route PatternCircular Route Pattern– Leapfrog Route PatternLeapfrog Route Pattern– Major-City Route PatternMajor-City Route Pattern

Tapping Technology and AutomationTapping Technology and Automation

ComputersComputers– Managing contactsManaging contacts– Managing territoriesManaging territories– Sales presentationsSales presentations– CommunicationsCommunications

Internet and World Wide WebInternet and World Wide Web– Enhances information availabilityEnhances information availability

• IntranetsIntranets• ExtranetsExtranets

– Improves communication capabilitiesImproves communication capabilities

Assessment of Assessment of Performance and Goal AttainmentPerformance and Goal Attainment

• Internal Partnerships and TeamsInternal Partnerships and Teams• Sales PartnershipsSales Partnerships• Marketing PartnershipsMarketing Partnerships• Design and Manufacturing PartnershipsDesign and Manufacturing Partnerships• Administrative Support PartnershipsAdministrative Support Partnerships• Shipping and Transportation PartnershipsShipping and Transportation Partnerships• Customer Service PartnershipsCustomer Service Partnerships

Building Teamwork SkillsBuilding Teamwork Skills

• Understanding the Other IndividualsUnderstanding the Other Individuals• Attending to the Little ThingsAttending to the Little Things• Keeping CommitmentsKeeping Commitments• Clarifying ExpectationsClarifying Expectations• Showing Personal IntegrityShowing Personal Integrity• Apologizing Sincerely When a Mistake Apologizing Sincerely When a Mistake

Is MadeIs Made

Relationship of OptimizedRelationship of OptimizedSolutions, Trust, and CooperationSolutions, Trust, and Cooperation

LowLow HighHighMutual CooperationMutual Cooperation

LowLow

Hig

hH

igh

Mut

ual T

rust

Mut

ual T

rust

Competitive and Competitive and Defensive OutcomesDefensive Outcomes

(Win/Lose or Lose/Win(Win/Lose or Lose/Win

Optimized andOptimized andSynergistic SolutionsSynergistic Solutions

(Win/Win)(Win/Win)

CompromiseCompromiseSolutionsSolutions