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Self Leadership & Trust

This module discusses self-leadership and teamwork. It covers the five sequential steps of self-leadership: setting goals and objectives, territory analysis and account classification, developing and implementing strategies and plans, tapping technology and automation, and assessment and evaluation. The module also discusses building internal relationships and teams through understanding others, keeping commitments, clarifying expectations, and showing integrity. Successful salespeople leverage both technology and teamwork to help work smarter and increase customer value.

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calmchandan
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101 views20 pages

Self Leadership & Trust

This module discusses self-leadership and teamwork. It covers the five sequential steps of self-leadership: setting goals and objectives, territory analysis and account classification, developing and implementing strategies and plans, tapping technology and automation, and assessment and evaluation. The module also discusses building internal relationships and teams through understanding others, keeping commitments, clarifying expectations, and showing integrity. Successful salespeople leverage both technology and teamwork to help work smarter and increase customer value.

Uploaded by

calmchandan
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPT, PDF, TXT or read online on Scribd
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Module Ten

Adding Value: Self-Leadership and Teamwork

Learning Objectives
1. Explain the five sequential steps of selfleadership. 2. Discuss the importance of thorough and effective planning. 3. Identify the four levels of sales goals and explain their interrelationships. 4. Describe two techniques for account classification.

Learning Objectives

5. Explain the application of different territory routing techniques. 6. Interpret the usefulness of different types of selling technology and automation. 7. Delineate six skills for building internal relationships and teams.

Key Thoughts
Self-leadership is mission-critical for salespeople because of the independent nature of most sales jobs. Learning how to establish goals is an important component of self-leadership. Some customers are a resource drain. The trick is to separate out those with potential for growth from those without it. Successful salespeople leverage technology to help them work smarter not harder.

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.

Five Sequential Stages of Self-Leadership


Setting Goals and Objectives Territory Analysis and Account Classification Development and Implementation of Strategies/Plans Tapping Technology and Automation Assessment and Evaluation

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

Common Types of Sales Goals


Financial Career Advancement Personal Development Sales Volume Sales Call Activity Sales Call Expense Profitability
Market Share Share of Account Ancillary Activity Customer Retention New Account Generation Customer Service Conversion

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?

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)

Purchases exceeding $50,000

Purchases between $20,000 and $50,000

Purchases less than $20,000

Single-Factor Analysis - Example


Classification Based on Annual Purchases

Purchases exceeding $50,000


High

Purchases between $20,000 and $50,000

Purchases less than $20,000


Low

Resource Investment

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.

Portfolio Method - Example


Competitive Position Strong Account Opportunity
Attractive, deserve significant investment of resources

Weak
Potentially Attractive, Strengthen Competitive Advantage before significant investment Unattractive, deserves minimal investment of resources

High Low

Moderately attractive, but growth potential is low, moderate investment of resources

Development and Implementation 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.

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

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

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

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

Increasing Customer Value Teamwork


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

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

Relationship of Optimized Solutions, Trust, and Cooperation


High
Optimized and Synergistic Solutions (Win/Win) Compromise Solutions Competitive and Defensive Outcomes (Win/Lose or Lose/Win

Mutual Trust
Low

Low

Mutual Cooperation

High

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