Adding Value: SelfLeadership and Teamwork

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Adding ValueSelf-Leadership and Teamwork

• Module Ten

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The Importance of TeamworkAn Experts Viewpoint
At UPS, account executives partner and join
forces with route drivers, specialized electronic
commerce account managers, and marketing to gain
intimate knowledge about customers operation and
craft unique distribution and logistic solutions
that match UPS capabilities with customer needs
and problems.
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The Importance of TeamworkAn Experts Viewpoint
According to Dale Hayes, Vice President of Sales
at UPS . . . . This information empowers the
account executive to act as the clients trusted
advisor, who can recommend a wider spectrum of
UPS solutions. It is that teamwork and symbiotic
relationship with the customer that allows UPS to
leapfrog its competition.
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Self-Leadership
The process of first deciding what is to be
accomplished and then placing into motion the
proper plan designed to achieve those objectives.
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Five Sequential Stagesof Self-Leadership
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3
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Understanding Goals

• What makes a good goal?
• Realistic, yet Challenging
• Specific and Quantifiable
• Time Specific
• Working with different levels and types of goals
• Personal Goals
• Territory Goals
• Account Goals
• Sales Call Goals

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Territory Analysis

• Who are prospective buyers?
• Where are they located?
• What and why do they buy?
• Who has the authority to buy, who influences the
  buying decision?
• What is the probability of selling this account?
• What is the potential share of account that might
  be gained?

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Account Classification

• Single-Factor Analysis
• Accounts are Classified based on a single
  characteristic (e.g., sales volume)
• Classification is relatively easy to do and
  understand
• May be misleading because it does not take into
  consideration other potentially important factors
  (e.g., growth potential)

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Single-Factor Analysis - Example
Classification Based on Annual Purchases
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Account Classification

• Portfolio Analysis
• Uses two factors to classify accounts (e.g.,
  sales and growth potential)
• Classification is relatively complex and may be
  difficult to understand.

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Portfolio Method - Example
Potentially Attractive, Strengthen Competitive
Advantage before significant investment
Attractive, deserve significant investment of
resources
Moderately attractive, but growth potential is
low, moderate investment of resources
Unattractive, deserves minimal investment of
resources
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Development andImplementation of Strategies and
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 support the goals of
  the organization. Quarterly, Monthly, and Weekly
  plans should support the yearly plan.

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Development and Implementation of Strategies and
Plans

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

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Tapping Technology and Automation

• Computers
• Managing contacts
• Managing territories
• Sales presentations
• Communications
• Internet and World Wide Web
• Enhances information availability
• Intranets
• Extranets
• Improves communication capabilities

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Assessment of Performance and Goal Attainment

• Internal Partnerships and Teams
• Sales Partnerships
• Marketing Partnerships
• Design and Manufacturing Partnerships
• Administrative Support Partnerships
• Shipping and Transportation Partnerships
• Customer Service Partnerships

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Building Teamwork Skills

• Understanding the Other Individuals
• Attending to the Little Things
• Keeping Commitments
• Clarifying Expectations
• Showing Personal Integrity
• Apologizing Sincerely When a Mistake Is Made

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Relationship of OptimizedSolutions, Trust, and
Cooperation
High
Mutual Trust
Low
Low
High
Mutual Cooperation