Module Ten
Adding Value:
Self-Leadership and Teamwork
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
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
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
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
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
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
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
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
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
exceeding
$50,000
Professional Selling:
A Trust-Based Approach
Purchases
between $20,000
and $50,000
Module 10:
Adding Value: Self-Leadership and Teamwork
Purchases less
than $20,000
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LaForge Avila
Schwepker Jr. Williams
Single-Factor Analysis - Example
Classification Based on Annual Purchases
Purchases
exceeding
$50,000
High
Professional Selling:
A Trust-Based Approach
Purchases
between $20,000
and $50,000
Resource Investment
Module 10:
Adding Value: Self-Leadership and Teamwork
Purchases less
than $20,000
Low
Ingram
LaForge Avila
Schwepker Jr. Williams
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
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
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.
as necessary.
Quarterly, Monthly, and Weekly made
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
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
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
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
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
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
Professional Selling:
A Trust-Based Approach
Mutual Cooperation
Module 10:
Adding Value: Self-Leadership and Teamwork
High
Ingram
LaForge Avila
Schwepker Jr. Williams