10 Adding Value Selfleadership and Teamwork Learning Objectives

10 Adding Value: Self-leadership and Teamwork

Learning Objectives Explain the five sequential steps of L 1 self-leadership. Identify the four levels of sales L 2 goals and explain their interrelationships. Describe two techniques for L 3 account classification. 10

Learning Objectives 10 Explain the application of different L 4 territory routing techniques. Interpret the usefulness of different L 5 types of selling technology and automation. Delineate six skills for building L 6 internal relationships and teams.

Self-Leadership The process of _______and doing them well. It includes the strategic application of effort that is honed and aligned with one’s goals. For salespeople, self -leadership is essential for the art of working smarter not harder. 10

Five Sequential Stages of Self-Leadership 10

Understanding Goals 10

Stage 1 – Setting Goals (Example) Different Levels and Types of Goals: • Personal Goals • Territory Goals • Account Goals • Sales Call Goals 10

Common Types of Sales Goals 10

Stage Two: Territory Analysis and Account Classification _____________? Where are they located? What and why do they buy? __________to buy, who influences the buying decision? • What is the probability of selling this account? • What is the ______of account that might be gained? • • Territory Analysis: The process of surveying an area to determine customers and prospects who are most likely to buy. 10

Stage Two: Territory Analysis and Account Classification 10

Account Classification – Single Factor 10

Account Classification 10

Stage 3 – Development & Implementation of Strategies & Plans 10 Establish and Implement Selling Task and Activity Plans (e. g. , sales goals, expense budgets, number of new accounts, and so forth) – – Sales Planning: The process of scheduling activities that can be used as a map for achieving objectives. 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.

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 10

Straight-Line Route Pattern Works Best When: Accounts are located in clusters that are some distance from one another. 10

Cloverleaf Route Pattern Works Best When: Accounts are concentrated in different parts of the territory. 10

Circular Route Pattern Works Best When: Accounts are evenly dispersed throughout the territory. 10

Leapfrog Route Pattern Works Best When: Territory is large and accounts are clustered into several widely dispersed groups. 10

Major-City Route Pattern Works Best When: Territory is composed of major metropolitan areas. 10

Mobile Sales Technology 10 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

Internet/Word Wide Web • Internet • Intranets (controlled corporate access) • Extranets (controlled access to customers and suppliers) • Wi. Fi Connectivity – Hot Spots – Mobile Wi. Fi Access (Mi. Fi) 10

Ethical Dilemma 10

Stage 5 – Assessment of Performance and Goal Attainment • _______________. • Compare projected performance level to actual performance level. • ____________and make adjustments as necessary. 10

Increasing 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 • • 10

Building Teamwork Skills • _______________ • Attending to the Little Things • __________ • Clarifying Expectations • _________ • Apologizing Sincerely When a Mistake Is Made 10

Ethical Dilemma 10

Relationship of Optimized Solutions, Trust, and Cooperation 10

Role Play 10