Adding Value: Self-leadership and Teamwork Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
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
Self-Leadership Guiding oneself to do the right things and do them well
10.1 Five Sequential Stages of Self-Leadership
10.1 Required Characteristics of Goals and Objectives
Types of Goals Personal Territory Account Sales call
10.2 Four Interdependent Levels of Salesperson Objectives
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
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
10.5 Portfolio/Two-Factor Account Analysis and Selling Strategies
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
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
10.2 Straight-Line Route Pattern
10.3 Cloverleaf Route Pattern
10.4 Circular Route Pattern
10.5 Leapfrog Route Pattern
10.6 Major-City Route Pattern
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
Ethical Dilemma
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
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
10.7 Relationship of Optimized Solutions, Trust, and Cooperation
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
Key Terms (continued) Mobile salesperson CRM solutions Deal analytics External relationships Internal relationships Teamwork skills
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