Adding Value: Self-Leadership and Teamwork - PowerPoint PPT Presentation

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Adding Value: Self-Leadership and Teamwork

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Adding Value: Self-Leadership and Teamwork. Module Ten. Self-Leadership ... Accounts are Classified based on a single characteristic (e.g., sales volume) ... – PowerPoint PPT presentation

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Title: Adding Value: Self-Leadership and Teamwork


1
Adding ValueSelf-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 Stagesof Self-Leadership
1
2
3
4
5
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 ____________________?
  • Where are they located?
  • What and why do they buy?
  • Who has the __________ to buy, who ___________
    the buying decision?
  • What is the probability of selling this account?
  • 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)

7
Single-Factor Analysis - Example
Classification Based on _______________
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
Potentially Attractive, Strengthen Competitive
Advantage before significant investment
Attractive, deserve significant investment of
resources
Moderately attractive, but growth potential is
low, moderate investment of resources
Unattractive, deserves minimal investment of
resources
10
Development andImplementation 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.

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
  • Intranets
  • Extranets
  • Improves communication capabilities

13
Assessment of Performance and Goal Attainment
  • _________________ and ______
  • Sales Partnerships
  • _____________________
  • Design and Manufacturing Partnerships
  • ________________________________
  • Shipping and Transportation Partnerships
  • ________________________________

14
Building Teamwork Skills
  • ______________ the Other Individuals
  • ______________ to the Little Things
  • ______________________
  • ______________________
  • Showing Personal _______
  • _______________ When a Mistake Is Made

15
Relationship of OptimizedSolutions, Trust, and
Cooperation
High
___________
Low
Low
High
_____________
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