Slide #1.

Module Ten Adding Value: Self-Leadership and Teamwork
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Learning Objectives 1. Explain the five sequential steps of selfleadership. 2. Discuss the importance of thorough and effective planning. 3. Identify the four levels of sales goals and explain their interrelationships. 4. Describe two techniques for account classification. Professional Selling: A Trust-Based Approach Module 10: Adding Value: Self-Leadership and Teamwork Ingram LaForge Avila Schwepker Jr. Williams
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Learning Objectives 5. Explain the application of different territory routing techniques. 6. Interpret the usefulness of different types of selling technology and automation. 7. Delineate six skills for building internal relationships and teams. Professional Selling: A Trust-Based Approach Module 10: Adding Value: Self-Leadership and Teamwork Ingram LaForge Avila Schwepker Jr. Williams
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Setting the Stage Capturing the Power of Setting Goals and Planning Sales Activities 1. What did at Adam Spangler finally realize? 2. What is it that holds special importance to Adam about having measurable, attainable goals. Professional Selling: A Trust-Based Approach Module 10: Adding Value: Self-Leadership and Teamwork Ingram LaForge Avila Schwepker Jr. Williams
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Slide #5.

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. Professional Selling: A Trust-Based Approach Module 10: Adding Value: Self-Leadership and Teamwork Ingram LaForge Avila Schwepker Jr. Williams
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Slide #6.

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 Professional Selling: A Trust-Based Approach Module 10: Adding Value: Self-Leadership and Teamwork Ingram LaForge Avila Schwepker Jr. Williams
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Slide #7.

Understanding Goals What makes a good goal? – Realistic, yet Challenging – Specific and Quantifiable – Time Specific Working with different levels and types of goals – – – – Professional Selling: A Trust-Based Approach Personal Goals Territory Goals Account Goals Sales Call Goals Module 10: Adding Value: Self-Leadership and Teamwork Ingram LaForge Avila Schwepker Jr. Williams
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Slide #8.

Common Types of Sales Goals • Financial • Career Advancement • Personal Development • Sales Volume • Sales Call Activity • Sales Call Expense • Profitability Professional Selling: A Trust-Based Approach • • • • • Market Share Share of Account Ancillary Activity Customer Retention New Account Generation • Customer Service • Conversion Module 10: Adding Value: Self-Leadership and Teamwork Ingram LaForge Avila Schwepker Jr. Williams
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Slide #9.

Territory Analysis • • • • 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? Professional Selling: A Trust-Based Approach Module 10: Adding Value: Self-Leadership and Teamwork Ingram LaForge Avila Schwepker Jr. Williams
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Slide #10.

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 Purchases exceeding exceeding $50,000 $50,000 Professional Selling: A Trust-Based Approach Purchases Purchases between between $20,000 $20,000 and and $50,000 $50,000 Module 10: Adding Value: Self-Leadership and Teamwork Purchases Purchases less less than than $20,000 $20,000 Ingram LaForge Avila Schwepker Jr. Williams
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Slide #11.

Single-Factor Analysis - Example Classification Based on Annual Purchases Purchases Purchases exceeding exceeding $50,000 $50,000 High Professional Selling: A Trust-Based Approach Purchases Purchases between between $20,000 $20,000 and and $50,000 $50,000 Resource Investment Module 10: Adding Value: Self-Leadership and Teamwork Purchases Purchases less less than than $20,000 $20,000 Low Ingram LaForge Avila Schwepker Jr. Williams
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Slide #12.

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. Professional Selling: A Trust-Based Approach Module 10: Adding Value: Self-Leadership and Teamwork Ingram LaForge Avila Schwepker Jr. Williams
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Slide #13.

Portfolio Method - Example Strong Weak High Attractive, deserve significant investment of resources Potentially Attractive, Strengthen Competitive Advantage before significant investment Low Account Opportunity Competitive Position Moderately attractive, but growth potential is low, moderate investment of resources Unattractive, deserves minimal investment of resources Professional Selling: A Trust-Based Approach Module 10: Adding Value: Self-Leadership and Teamwork Ingram LaForge Avila Schwepker Jr. Williams
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Slide #14.

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 Execution of plans should be – Weekly Plan monitored and adjustments Note: Yearly plan should support the goals of the organization. made as necessary. Quarterly, Monthly, and Weekly plans should support the yearly plan. Professional Selling: A Trust-Based Approach Module 10: Adding Value: Self-Leadership and Teamwork Ingram LaForge Avila Schwepker Jr. Williams
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Slide #15.

Development and Implementation of Strategies and Plans Establish Territory Route Plan – – – – – Professional Selling: A Trust-Based Approach Straight-Line Route Pattern Cloverleaf Route Pattern Circular Route Pattern Leapfrog Route Pattern Major-City Route Pattern Module 10: Adding Value: Self-Leadership and Teamwork Ingram LaForge Avila Schwepker Jr. Williams
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Slide #16.

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 Professional Selling: A Trust-Based Approach Module 10: Adding Value: Self-Leadership and Teamwork Ingram LaForge Avila Schwepker Jr. Williams
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Slide #17.

Assessment of Performance and Goal Attainment • • • • • • • Internal Partnerships and Teams Sales Partnerships Marketing Partnerships Design and Manufacturing Partnerships Administrative Support Partnerships Shipping and Transportation Partnerships Customer Service Partnerships Professional Selling: A Trust-Based Approach Module 10: Adding Value: Self-Leadership and Teamwork Ingram LaForge Avila Schwepker Jr. Williams
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Slide #18.

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 Professional Selling: A Trust-Based Approach Module 10: Adding Value: Self-Leadership and Teamwork Ingram LaForge Avila Schwepker Jr. Williams
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Slide #19.

Mutual Trust High Relationship of Optimized Solutions, Trust, and Cooperation Optimized and Synergistic Solutions (Win/Win) Low Compromise Solutions Competitive and Defensive Outcomes (Win/Lose or Lose/Win Low Mutual Cooperation Professional Selling: A Trust-Based Approach Module 10: Adding Value: Self-Leadership and Teamwork High Ingram LaForge Avila Schwepker Jr. Williams
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