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

2. The Importance of Teamwork An Expert’s Viewpoint: At UPS, account executives partner and join forces with route drivers, specialized electronic commerce account managers, and marketing to gain intimate knowledge about customer’s operation and craft unique distribution and logistic solutions that match UPS capabilities with customer needs and problems. Action

3. The Importance of Teamwork An Expert’s Viewpoint: According to Dale Hayes, Vice President of Sales at UPS: “.... This information empowers the account executive to act as the client’s trusted advisor, who can recommend a wider spectrum of UPS solutions. It is that teamwork and symbiotic relationship with the customer that allows UPS to leapfrog its competition.” According to Dale Hayes, Vice President of Sales at UPS: “.... This information empowers the account executive to act as the client’s trusted advisor, who can recommend a wider spectrum of UPS solutions. It is that teamwork and symbiotic relationship with the customer that allows UPS to leapfrog its competition.” Result

4. 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.

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

6. 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

7. Territory Analysis Who are prospective buyers?Who are prospective buyers? Where are they located?Where are they located? What and why do they buy?What and why do they buy? Who has the authority to buy, who influences the buying decision?Who has the authority to buy, who influences the buying decision? What is the probability of selling this account?What is the probability of selling this account? What is the potential share of account that might be gained?What is the potential share of account that might be gained?

8. 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 Purchases between $20,000 and $50,000 Purchases less than $20,000

9. Single-Factor Analysis - Example Purchases exceeding $50,000 Purchases between $20,000 and $50,000 Purchases less than $20,000 Classification Based on Annual Purchases Resource Investment HighLow

10. 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.

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

12. 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.

13. 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

14. Tapping Technology and Automation Computers –Managing contacts –Managing territories –Sales presentations –Communications Internet and World Wide Web –Enhances information availability IntranetsIntranets ExtranetsExtranets –Improves communication capabilities

15. Assessment of Performance and Goal Attainment Internal Partnerships and TeamsInternal Partnerships and Teams Sales PartnershipsSales Partnerships Marketing PartnershipsMarketing Partnerships Design and Manufacturing PartnershipsDesign and Manufacturing Partnerships Administrative Support PartnershipsAdministrative Support Partnerships Shipping and Transportation PartnershipsShipping and Transportation Partnerships Customer Service PartnershipsCustomer Service Partnerships

16. Building Teamwork Skills Understanding the Other IndividualsUnderstanding the Other Individuals Attending to the Little ThingsAttending to the Little Things Keeping CommitmentsKeeping Commitments Clarifying ExpectationsClarifying Expectations Showing Personal IntegrityShowing Personal Integrity Apologizing Sincerely When a Mistake Is MadeApologizing Sincerely When a Mistake Is Made

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