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. Five Sequential Stages of Self-Leadership Setting ______ and ________ Territory Analysis and Account Classification __________ and __________ of Strategies/Plans Tapping Technology and Automation _________ and _________

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 ____________________?Who are ____________________? Where are they located?Where are they located? What and why do they buy?What and why do they buy? Who has the __________ to buy, who ___________ the buying decision?Who has the __________ to buy, who ___________ 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?

6. 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) Purchases exceeding $50,000 Purchases between $20,000 and $50,000 Purchases less than $20,000

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

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. Portfolio Method - Example Competitive Position ____________ _____ _____ 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

10. Development and Implementation 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. Execution of plans should be monitored and adjustments made as necessary.

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 IntranetsIntranets ExtranetsExtranets –Improves communication capabilities

13. Assessment of Performance and Goal Attainment _________________ and _______________________ and ______ Sales PartnershipsSales Partnerships __________________________________________ Design and Manufacturing PartnershipsDesign and Manufacturing Partnerships ________________________________________________________________ Shipping and Transportation PartnershipsShipping and Transportation Partnerships ________________________________________________________________

14. Building Teamwork Skills ______________ the Other Individuals______________ the Other Individuals ______________ to the Little Things______________ to the Little Things ____________________________________________ Showing Personal _______Showing Personal _______ _______________ When a Mistake Is Made_______________ When a Mistake Is Made

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