1. Adding Value: Self-leadership and Teamwork
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2. Learning Objectives The five sequential steps of self-leadership
The four levels of sales goals and explain their interrelationships
Techniques for account classification
The application of different territory routing techniques
The usefulness of different types of selling technology and automation
Increasing customer value through teamwork
The six skills for building internal relationships and teams

3. Self-Leadership
Guiding oneself to do the right things and do them well

4. 10.1 Five Sequential Stages of Self-Leadership

5. 10.1 Required Characteristics of Goals and Objectives

6. Types of Goals
Personal
Territory
Account
Sales call

7. 10.2 Four Interdependent Levels of Salesperson Objectives

8. Territory Analysis
Surveying an area to determine customers and prospects who are most likely to buy
Sources used
Business and trade directories
Individual company Websites
Professional association membership listings
Commercial mailing list providers

9. Account Classification
Process of categorizing existing customers and prospects based on their potential as a customer
Methods
Single-factor analysis: Analyzes accounts based on a single factor
Does not require statistical analysis
Portfolio analysis: Analyzes accounts considering two factors simultaneously

10. 10.5 Portfolio/Two-Factor Account Analysis and Selling Strategies

11. Scheduling activities to use it as a map for achieving objectives
Sales Planning
Scheduling activities to use it as a map for achieving objectives
Principles that maximize the effectiveness of sales plans
Write down plans
Keep plans current and flexible

12. Territory Routing Plans
Incorporate information developed in the territory analysis and account classification stage
Helps minimize the encroachment of unproductive travel time
Types - Straight line, cloverleaf, circular, leapfrog, and major city

13. 10.2 Straight-Line Route Pattern

14. 10.3 Cloverleaf Route Pattern

15. 10.4 Circular Route Pattern

16. 10.5 Leapfrog Route Pattern

17. 10.6 Major-City Route Pattern

18. Selling Technology and Automation Tools
Mobile sales technologies
Salesperson customer relationship management (CRM)
Mobile salesperson CRM solutions
Deal analytics
Internet, intranet, and extranet
High-tech sales support offices

19. Ethical Dilemma

20. Increasing Customer Value through Teamwork
Teamwork is being emphasized as the key to customer focus and sales performance
Includes partnerships such as:
Internal
Sales and marketing
Design and manufacturing
Administrative support
Shipping and transportation
Customer service

21. Skills to be learnt by salespeople to build internal partnerships
Teamwork Skills
Skills to be learnt by salespeople to build internal partnerships
Will translate into increased sales and organizational performance
Includes:
Understanding the other individuals
Attending to the little things
Keeping commitments and clarifying expectations
Showing personal integrity and apologizing sincerely for mistakes

22. 10.7 Relationship of Optimized Solutions, Trust, and Cooperation

23. Key Terms Self-leadership Goals and objectives Personal goals
Territory goal
Account goal
Sales call goal
Territory analysis
Account classification
Single-factor analysis
Portfolio analysis
Sales planning
Straight-line routing plan
Cloverleaf routing plan
Circular routing plan
Leapfrog routing plan
Major city routing plan
Selling technology and automation

24. Key Terms (continued) Mobile salesperson CRM solutions Deal analytics
External relationships
Internal relationships
Teamwork skills

25. Self-leadership is a critical requirement for success in any career
Summary
Self-leadership is a critical requirement for success in any career
Salespeople establish goals to maximize sales effectiveness
Methods of classifying accounts
Single-factor analysis and portfolio analysis
Territory routing plans minimize backtracking and crisscrossing
Teamwork is critical for maximizing customer focus and sales performance