Download - 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