10Adding Value: Self-leadership and Teamwork

10Learning Objectives

Explain the five sequential steps of self-leadership.Identify the four levels of sales goals and explain their interrelationships.Describe two techniques for account classification.

L 1

L 2

L 3

10Learning Objectives

Explain the application of different territory routing techniques.Interpret the usefulness of different types of selling technology and automation.Delineate six skills for building internal relationships and teams.

L 4

L 5

L 6

10Self-Leadership

The process of ___________________and doing them well.It includes the strategicapplication of effort that ishoned and aligned withone’s goals.

For salespeople, self-leadership is essential for the art of working smarter not harder.

10Five Sequential Stages

of Self-Leadership

10Understanding Goals

10Stage 1 – Setting Goals (Example)

DifferentLevels andTypes of Goals:• Personal Goals• Territory Goals• Account Goals• Sales Call Goals

10Common Types of Sales Goals

10Stage Two: Territory Analysis and

Account Classification

• _________________________? • Where are they located?• What and why do they buy?• ___________________to

buy, who influences thebuying decision?

• What is the probabilityof selling this account?

• What is the __________ ______of account that mightbe gained?

Territory Analysis:The processof surveyingan area to determine customers and prospects who are most likely to buy.

10Stage Two: Territory Analysis and

Account Classification

10Account Classification – Single Factor

10Account Classification

10Stage 3 – Development &

Implementation of Strategies & Plans

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

– Yearly plan (sales goals and expensed budgets)– Quarterly Plan– Monthly Plan– Weekly Plan

Note: Yearly plan should supportthe goals of the organization. Quarterly, Monthly, and Weeklyplans should support the yearlyplan.

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

Sales Planning:The process of scheduling activities that can be used as a map for achieving objectives.

10Establishing Territory Routing Plans

Establish Territory Route Plan– Straight-Line Route Pattern– Cloverleaf Route Pattern– Circular Route Pattern– Leapfrog Route Pattern– Major-City Route Pattern

10Straight-Line Route Pattern

Works Best When:Accounts are located in clusters that are some distance from one another.

10Cloverleaf Route Pattern

Works Best When:Accounts are concentrated in different parts of the territory.

10Circular Route Pattern

Works Best When:Accounts are evenly dispersed throughout the territory.

10Leapfrog Route Pattern

Works Best When:Territory is large and accounts are clustered into several widely dispersed groups.

10Major-City Route Pattern

Works Best When:Territory is composed of major metropolitan areas.

10Mobile Sales Technology

Portable Computers and Smartphones– Mobile CRM applications– Presentation Capabilities– E-mail, texting, Social Networking– Communications

________________– “Smart” CRM app tools that analyze data

historical customer behavior data to identify future opportunities, including new products and cross-selling.

– Also used to compare competitive offerings

10Internet/Word Wide Web

• Internet• Intranets (controlled corporate

access)

• Extranets (controlled access to customers and suppliers)

• WiFi Connectivity– Hot Spots– Mobile WiFi Access (MiFi)

10Ethical Dilemma

10Stage 5 – Assessment of

Performance and Goal Attainment

• _____________________________. • Compare projected performance level

to actual performance level.• _______________________and make

adjustments as necessary.

10Increasing Customer Value

Through Teamwork

• Internal and External Relationships• Sales Partnerships• Marketing Partnerships• Design and Manufacturing

Partnerships• Administrative Support

Partnerships• Shipping and Transportation

Partnerships• Customer Service Partnerships

10Building Teamwork Skills

• ______________________________• Attending to the Little

Things• ___________________• Clarifying Expectations• __________________

___________• Apologizing Sincerely When a

Mistake Is Made

10Ethical Dilemma

10Relationship of Optimized

Solutions, Trust, and Cooperation

10Role Play