Module Ten Adding Value SelfLeadership and Teamwork The

Module Ten Adding Value: Self-Leadership and Teamwork

The Importance of Teamwork An Expert’s Viewpoint: At UPS, account executives partner and join forces with route drivers, specialized electronic commerce account managers, and marketing to gain intimate knowledge about customer’s operation and craft unique distribution and logistic solutions that match UPS capabilities with customer needs and problems. Action

The Importance of Teamwork An Expert’s Viewpoint: Result According to Dale Hayes, Vice President of Sales at UPS: “. . This information empowers the account executive to act as the client’s 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. ”

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

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 exceeding $50, 000 High Purchases between $20, 000 and $50, 000 Resource Investment Purchases less than $20, 000 Low

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 Strong Weak High Attractive, deserve significant investment of resources Potentially Attractive, Strengthen Competitive Advantage before significant investment Low Account Opportunity Competitive Position Moderately attractive, but growth potential is low, moderate investment of resources Unattractive, deserves minimal 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 Execution of plans should be monitored and adjustments – Monthly Plan made as necessary. – Weekly Plan Note: Yearly plan should support the goals of the organization. Quarterly, Monthly, and Weekly plans should support the yearly plan.

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

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

Mutual Trust High Relationship of Optimized Solutions, Trust, and Cooperation Optimized and Synergistic Solutions (Win/Win) Low Compromise Solutions Competitive and Defensive Outcomes (Win/Lose or Lose/Win Low Mutual Cooperation High