1. Adding Value: Self-Leadership and Teamwork
Module Ten
Adding Value: Self-Leadership and Teamwork

2. Learning Objectives
Explain the five sequential steps of self-leadership.
Discuss the importance of thorough and effective planning.
Identify the four levels of sales goals and explain their interrelationships.
Describe two techniques for account classification.

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

4. Capturing the Power of Setting Goals and Planning Sales Activities
Setting the Stage
Capturing the Power of Setting Goals and Planning Sales Activities
What did at Adam Spangler finally realize?
What is it that holds special importance to Adam about having measurable, attainable goals.
Answers
Adam finally realized that planning, goal setting, and time management are critical to his success.
Adam knows that at the end of every day, even if he has not made a single dollar, he can feel good about the fact that he has accomplished his goal.

5. 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.

6. Five Sequential Stages of Self-Leadership1
Setting Goals and Objectives 2
Territory Analysis and Account Classification 3
Development and Implementation of Strategies/Plans 4
Tapping Technology and Automation 5
Assessment and Evaluation

7. 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

8. Common Types of Sales Goals
Financial
Career Advancement
Personal Development
Sales Volume
Sales Call Activity
Sales Call Expense
Profitability
Market Share
Share of Account
Ancillary Activity
Customer Retention
New Account Generation
Customer Service
Conversion

9. 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?

10. 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
A Accounts
Purchases between $20,000 and $50,000
B Accounts
Purchases less than $20,000
C Accounts

11. Single-Factor Analysis - Example
Classification Based on Annual Purchases
Purchases exceeding $50,000
A Accounts
Purchases between $20,000 and $50,000
B Accounts
Purchases less than $20,000
C Accounts
Resource Investment
High
Low

12. 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.

13. Portfolio Method - Example
Competitive Position
Strong
Weak
Low
High
Account Opportunity
Potentially Attractive, Strengthen Competitive Advantage before significant investment
Attractive, deserve significant investment of resources
Segment 1
Segment 2
Moderately attractive, but growth potential is low, moderate investment of resources
Unattractive, deserves minimal investment of resources
Segment 4
Segment 3

14. 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
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.

15. 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

16. 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

17. 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

18. 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

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