Self Leadership & Trust

8/4/2019 Self Leadership & Trust

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Adding Value:Self-Leadership and Teamwork

Module Ten


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Learning Objectives

1. Explain the five sequential steps of self-leadership.

2. Discuss the importance of thorough andeffective planning.

3. Identify the four levels of sales goals andexplain their interrelationships.

4. Describe two techniques for accountclassification.


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Learning Objectives

5. Explain the application of different territoryrouting techniques.

6. Interpret the usefulness of different types ofselling technology and automation.

7. Delineate six skills for building internalrelationships and teams.


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Key Thoughts

Self-leadership is mission-critical for salespeoplebecause of the independent nature of most sales jobs.

Learning how to establish goals is an importantcomponent of self-leadership.

Some customers are a resource drain. The trick is toseparate out those with potential for growthfrom those without it.

Successful salespeople leverage

technology to help them worksmarter not harder.


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Self-Leadership

The process of first

deciding what is to beaccomplished and thenplacing into motion the

proper plan designed to

achieve those objectives.


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Five Sequential Stagesof Self-Leadership

Setting Goals and Objectives

Territory Analysis and Account Classification

Development and Implementation of Strategies/Plans

Tapping Technology and Automation

Assessment and Evaluation


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Understanding Goals

What makes a good goal?

Realistic, yet Challenging

Specific and Quantifiable

Time SpecificWorking with differentlevels 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 thatmight 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 intoconsideration other potentially important factors (e.g.,growth potential)

Purchasesexceeding$50,000

Purchasesbetween $20,000

and $50,000

Purchases lessthan $20,000


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Single-Factor Analysis - Example

Purchasesexceeding$50,000

Purchasesbetween $20,000

and $50,000

Purchases lessthan $20,000

Classification Based on Annual Purchases

Resource InvestmentHigh Low


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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 maybe difficult to understand.


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Portfolio Method - Example

Competitive Position

Strong Weak

Low

High

Accou

ntOpportu

nity

Attractive, deserve

significant investment ofresources

Potentially Attractive,

Strengthen CompetitiveAdvantage before

significant investment

Unattractive, deservesminimal investment ofresources

Moderately attractive,

but growth potential islow, moderate

investment of resources


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Development andImplementation of Strategies and Plans

Establish and Implement Selling Task andActivity Plans (e.g., sales goals, expense budgets, numberof 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 bemonitored and adjustments

made as necessary.


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Development andImplementation 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 ofPerformance 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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Increasing Customer Value Teamwork

Internal Partnerships and Teams

Sales Partnerships

Marketing Partnerships

Design and ManufacturingPartnerships

Administrative Support Partnerships

Shipping and Transportation

Partnerships Customer Service Partnerships


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Building Teamwork Skills

Understanding the OtherIndividuals

Attending to the Little Things

Keeping Commitments

Clarifying Expectations

Showing Personal Integrity

Apologizing Sincerely When aMistake Is Made


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Relationship of OptimizedSolutions, Trust, and Cooperation

Low HighMutual Cooperation

Low

High

MutualTrus

t

Competitive andDefensive Outcomes

(Win/Lose or Lose/Win

Optimized andSynergistic Solutions

(Win/Win)

CompromiseSolutions

Documents

Self Leadership & Trust