Self-Leadership and Teamwork Development in Sales Environments

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

2. Self-Leadership The process of first _______ what is to be accomplished and then ______________ the proper plan designed to achieve those objectives.

3. Setting ______ and ________ Territory Analysis and Account Classification __________ and __________ of Strategies/Plans Tapping Technology and Automation _________ and _________ Five Sequential Stagesof Self-Leadership 1 2 3 4 5

4. Understanding Goals What makes a good goal? • __________, yet Challenging • __________ and Quantifiable • Time Specific Working with different levels and types of goals • Personal Goals • Territory Goals • Account Goals • Sales Call Goals

5. Territory Analysis • Who are ____________________? • Where are they located? • What and why do they buy? • Who has the __________ to buy, who ___________ the buying decision? • What is the probability of selling this account? • What is the potential share of account that might be gained?

6. A Accounts B Accounts C Accounts Purchases exceeding $50,000 Purchases between $20,000 and $50,000 Purchases less than $20,000 Account Classification _____________________ • Accounts are Classified based on a single characteristic (e.g., sales volume) • Classification is relatively easy to do and understand • _______________ because it does not take into consideration other potentially important factors (e.g., growth potential)

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

8. Account Classification _______________ • Uses two factors to classify accounts (e.g., sales and growth potential) • Classification is relatively complex and may be difficult to understand.

9. Competitive Position ______ ______ _____ Account Opportunity _____ Portfolio Method - Example Potentially Attractive, Strengthen Competitive Advantage before significant investment Attractive, deserve significant investment of resources Moderately attractive, but growth potential is low, moderate investment of resources Unattractive, deserves minimal investment of resources

10. Execution of plans should be monitored and adjustments made as necessary. Development andImplementation of Strategies and Plans _________________________ 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.

11. Development and Implementation of Strategies and Plans Establish _____________________ Plan • ________ Route Pattern • Cloverleaf Route Pattern • ________ Route Pattern • Leapfrog Route Pattern • ________ Route Pattern

12. 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

13. Assessment of Performance and Goal Attainment • _________________ and ______ • Sales Partnerships • _____________________ • Design and Manufacturing Partnerships • ________________________________ • Shipping and Transportation Partnerships • ________________________________

14. Building Teamwork Skills • ______________ the Other Individuals • ______________ to the Little Things • ______________________ • ______________________ • Showing Personal _______ • _______________ When a Mistake Is Made

15. Optimized and Synergistic Solutions (Win/Win) Compromise Solutions Competitive and Defensive Outcomes (Win/Lose or Lose/Win Relationship of OptimizedSolutions, Trust, and Cooperation High ___________ Low Low High _____________