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Adding Value: Self-leadership and Teamwork

Adding Value: Self-leadership and Teamwork. 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. L. L. 1. 2. 3.

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Adding Value: Self-leadership and Teamwork

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  1. Adding Value: Self-leadership and Teamwork

  2. 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 L L 1 2 3

  3. 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 L L 4 5 6

  4. Self-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.

  5. Five Sequential Stagesof Self-Leadership

  6. Understanding Goals

  7. Stage 1 – Setting Goals (Example) • DifferentLevels andTypes of Goals: • Personal Goals • Territory Goals • Account Goals • Sales Call Goals

  8. Common Types of Sales Goals

  9. Stage 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.

  10. Stage Two: Territory Analysis and Account Classification

  11. Account Classification – Single Factor

  12. Account Classification

  13. 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 supportthe goals of the organization. Quarterly, Monthly, and Weeklyplans should support the yearlyplan. Sales Planning: The process of scheduling activities that can be used as a map for achieving objectives. Execution of plans should be monitored and adjustments made as necessary.

  14. Establishing Territory Routing Plans Establish Territory Route Plan • Straight-Line Route Pattern • Cloverleaf Route Pattern • Circular Route Pattern • Leapfrog Route Pattern • Major-City Route Pattern

  15. Straight-Line Route Pattern Works Best When: Accounts are located in clusters that are some distance from one another.

  16. Cloverleaf Route Pattern Works Best When: Accounts are concentrated in different parts of the territory.

  17. Circular Route Pattern Works Best When: Accounts are evenly dispersed throughout the territory.

  18. Leapfrog Route Pattern Works Best When: Territory is large and accounts are clustered into several widely dispersed groups.

  19. Major-City Route Pattern Works Best When: Territory is composed of major metropolitan areas.

  20. Mobile 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

  21. Internet/Word Wide Web • Internet • Intranets (controlled corporate access) • Extranets (controlled access to customers and suppliers) • WiFi Connectivity • Hot Spots • Mobile WiFi Access (MiFi)

  22. Ethical Dilemma

  23. Stage 5 – Assessment of Performance and Goal Attainment _____________________________. Compare projected performance level to actual performance level. _______________________and make adjustments as necessary.

  24. Increasing Customer ValueThrough Teamwork • Internal and External Relationships • Sales Partnerships • Marketing Partnerships • Design and ManufacturingPartnerships • Administrative SupportPartnerships • Shipping and TransportationPartnerships • Customer Service Partnerships

  25. Building Teamwork Skills • ______________________________ • Attending to the LittleThings • ___________________ • Clarifying Expectations • _____________________________ • Apologizing Sincerely When a Mistake Is Made

  26. Ethical Dilemma

  27. Relationship of OptimizedSolutions, Trust, and Cooperation

  28. Role Play

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