©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. Adding Value: Self-leadership and Teamwork 10

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Learning Objectives Explain the five sequential steps of self-leadership. Identify the four levels of sales goals and explain their interrelationships. Describe two techniques for account classification. L 1 L 2 L 3

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 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. L 4 L 5 L 6

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Key Thoughts Self-leadership is “mission-critical” for salespeople because of the independent nature of most sales jobs. Learning how to establish goals is an important component of self-leadership. Some customers are a resource drain. The trick is to separate out those with potential for growth from those without it. Successful salespeople leverage technology to help them work smarter not harder.

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Q. 1. Define Self-Leadership.

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Self-Leadership The process of doing the right things and doing them well. It includes the strategic application of effort that is honed and aligned with one’s goals.

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Q. 2. What are the five sequential stages of self-leadership?

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part Sequential Stages of Self-Leadership Setting goals & objectives Assessment & evaluation Territory analysis & account classification Development & implementation of strategies & plans Tapping technology & automation

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Understanding Goals Effective goals and objectives must possess three fundamental characteristics

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Different Levels & Types of Goals Personal Goals Territory Goals Account Goals Sales Call Goals

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Different Levels & Types of Goals

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Stage 1 – Setting Goals (Example)

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Common Types of Sales Goals

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Territory Analysis The process of surveying an area to determine customers and prospects who are most likely to buy.

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Stage Two: Territory Analysis and Account Classification 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?

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Q. 3. What are the different types of account classifications?

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Stage Two: Territory Analysis and Account Classification

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Account Classification – Single Factor

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Account Classification - Portfolio

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Portfolio Method - Example Competitive Position Strong Weak 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

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Stage 3 – Development & Implementation of Strategies & 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.

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Establishing Territory Routing Plans Types of Territory Route Patterns

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Q. 4. What are the five common routing plans?

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Straight-Line Route Pattern Works Best When: Accounts are located in clusters that are some distance from one another.

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Cloverleaf Route Pattern Works Best When: Accounts are concentrated in different parts of the territory.

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Circular Route Pattern Works Best When: Accounts evenly dispersed throughout the territory.

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Leapfrog Route Pattern Works Best When: Territory is large and accounts are clustered into several widely dispersed groups.

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Major-City Route Pattern Works Best When: Territory is composed of major metropolitan areas.

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Mobile Sales Technology Portable Computers and Smartphones – Mobile CRM applications – Presentation Capabilities – , texting, Social Networking – Wireless Communications Deal Analytics – “Smart” sales force automation tools that analyze data on past customer behavior, cross-selling opportunities, and demographics to identify areas of opportunity and high customer interest.

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Internet/Word Wide Web Internet Intranets (controlled corporate access) Extranets (controlled access to customers and suppliers) Wi-Fi Connectivity – Hot Spots – Mobile Wi-Fi Access (Mi-Fi)

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Ethical Dilemma

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Stage 5 – Assessment of Performance and Goal Attainment Plan for periodic checkpoints. Compare projected performance level to actual performance level. Evaluate performance and make adjustments as necessary.

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Increasing Customer Value Through Teamwork Internal and External Relationships Sales Partnerships Marketing Partnerships Design and Manufacturing Partnerships Administrative Support Partnerships Shipping and Transportation Partnerships Customer Service Partnerships

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Q. 5. What are the six teamwork skills that salespeople should know?

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 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

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Ethical Dilemma

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 10 Relationship of Optimized Solutions, Trust, and Cooperation Competitive & Defensive Outcomes (Win/Lose or Lose/Win) Compromise Solutions Optimized & Synergistic Solutions (Win/Win) Mutual Trust Mutual Cooperation High Low