Post on 25-Feb-2016
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10Adding Value: Self-leadership and Teamwork
10Learning 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.
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L 3
10Learning 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.
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L 5
L 6
10Self-Leadership
The process of ___________________and doing them well.It includes the strategicapplication of effort that ishoned and aligned withone’s goals.
For salespeople, self-leadership is essential for the art of working smarter not harder.
10Five Sequential Stages
of Self-Leadership
10Understanding Goals
10Stage 1 – Setting Goals (Example)
DifferentLevels andTypes of Goals:• Personal Goals• Territory Goals• Account Goals• Sales Call Goals
10Common Types of Sales Goals
10Stage Two: Territory Analysis and
Account Classification
• _________________________? • Where are they located?• What and why do they buy?• ___________________to
buy, who influences thebuying decision?
• What is the probabilityof selling this account?
• What is the __________ ______of account that mightbe gained?
Territory Analysis:The processof surveyingan area to determine customers and prospects who are most likely to buy.
10Stage Two: Territory Analysis and
Account Classification
10Account Classification – Single Factor
10Account Classification
10Stage 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 supportthe goals of the organization. Quarterly, Monthly, and Weeklyplans should support the yearlyplan.
Execution of plans should be monitored and adjustments made as necessary.
Sales Planning:The process of scheduling activities that can be used as a map for achieving objectives.
10Establishing Territory Routing Plans
Establish Territory Route Plan– Straight-Line Route Pattern– Cloverleaf Route Pattern– Circular Route Pattern– Leapfrog Route Pattern– Major-City Route Pattern
10Straight-Line Route Pattern
Works Best When:Accounts are located in clusters that are some distance from one another.
10Cloverleaf Route Pattern
Works Best When:Accounts are concentrated in different parts of the territory.
10Circular Route Pattern
Works Best When:Accounts are evenly dispersed throughout the territory.
10Leapfrog Route Pattern
Works Best When:Territory is large and accounts are clustered into several widely dispersed groups.
10Major-City Route Pattern
Works Best When:Territory is composed of major metropolitan areas.
10Mobile Sales Technology
Portable Computers and Smartphones– Mobile CRM applications– Presentation Capabilities– E-mail, texting, Social Networking– Communications
________________– “Smart” CRM app tools that analyze data
historical customer behavior data to identify future opportunities, including new products and cross-selling.
– Also used to compare competitive offerings
10Internet/Word Wide Web
• Internet• Intranets (controlled corporate
access)
• Extranets (controlled access to customers and suppliers)
• WiFi Connectivity– Hot Spots– Mobile WiFi Access (MiFi)
10Ethical Dilemma
10Stage 5 – Assessment of
Performance and Goal Attainment
• _____________________________. • Compare projected performance level
to actual performance level.• _______________________and make
adjustments as necessary.
10Increasing 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
10Building Teamwork Skills
• ______________________________• Attending to the Little
Things• ___________________• Clarifying Expectations• __________________
___________• Apologizing Sincerely When a
Mistake Is Made
10Ethical Dilemma
10Relationship of Optimized
Solutions, Trust, and Cooperation
10Role Play