Adding Value: Self-leadership and Teamwork

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Adding Value Self-leadership and Teamwork
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Learning 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.

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Learning 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.

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Self-Leadership
The process of doing the rightthings and doing
them well.It includes the strategicapplication
of effort that ishoned and aligned withones
goals.
For salespeople, self-leadership is essential for
the art of working smarter not harder.
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Five Sequential Stagesof Self-Leadership
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Understanding Goals
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Stage 1 Setting Goals (Example)

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

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Common Types of Sales Goals
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Stage Two Territory Analysis and Account
Classification

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

Territory Analysis The processof surveyingan
area to determine customers and prospects who are
most likely to buy.
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Stage Two Territory Analysis and Account
Classification
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Account Classification Single Factor
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Account Classification
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Stage 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.

Sales Planning The process of scheduling
activities that can be used as a map for
achieving objectives.
Execution of plans should be monitored and
adjustments made as necessary.
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Establishing Territory Routing 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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Straight-Line Route Pattern
Works Best When Accounts are located in clusters
that are some distance from one another.
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Cloverleaf Route Pattern
Works Best When Accounts are concentrated in
different parts of the territory.
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Circular Route Pattern
Works Best When Accounts are evenly dispersed
throughout the territory.
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Leapfrog Route Pattern
Works Best When Territory is large and accounts
are clustered into several widely dispersed
groups.
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Major-City Route Pattern
Works Best When Territory is composed of major
metropolitan areas.
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Mobile Sales Technology

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

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Internet/Word Wide Web

• Internet
• Intranets (controlled corporate access)
• Extranets (controlled access to customers and
  suppliers)
• WiFi Connectivity
• Hot Spots
• Mobile WiFi Access (MiFi)

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Ethical Dilemma
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Stage 5 Assessment of Performance and Goal
Attainment

• Plan for periodic checkpoints.
• Compare projected performance level to actual
  performance level.
• Evaluate performance and make adjustments as
  necessary.

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Increasing Customer ValueThrough Teamwork

• Internal and External Relationships
• Sales Partnerships
• Marketing Partnerships
• Design and ManufacturingPartnerships
• Administrative SupportPartnerships
• Shipping and TransportationPartnerships
• Customer Service Partnerships

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Building Teamwork Skills

• Understanding the Other Individuals
• Attending to the LittleThings
• Keeping Commitments
• Clarifying Expectations
• Showing PersonalIntegrity
• Apologizing Sincerely When a Mistake Is Made

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Ethical Dilemma
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Relationship of OptimizedSolutions, Trust, and
Cooperation
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Role Play