Ch 10 - Self Leadership and Teamwork

For salespeople, __ is essential for the art of working smarter not harder

self-leadership

Effective goals and objectives must possess which fundamental characteristics

Realistic (yet challenging)

Specific (+ quantifiable)

Time specific

What is this called? ___ schema

A single-factor account analysis schema

What is this called? (2 terms)

Portfolio / two-factor account analysis

__ plan should support the goals of the organization.

— —- —- plans should support the — plan

Yearly

Quarterly, Monthly, and Weekly

yearly

What type of route pattern

Straight-line

What type of route pattern

clover leaf

What type of route pattern

Circular

What type of route pattern

Leap frog

What type of route pattern

Major-city

“Smart” sales force automation tools that analyze data on past customer behavior, cross-selling opportunities, and demographics to identify areas of opportunity and high customer interest.

Deal Analytics

Assessment of Performance and Goal Attainment

• Plan for periodic __.

• Compare projected __ level to actual

• Evaluate performance and make adjustments as necessary.

• checkpoints

• performance

What should u do when a mistake is made

apologize sincerly

how did jane achieve her goal to stop smoking

She started by cutting down 1 cigarette a week, from 25 to 24 to … to none

Which type of goal

You're given different regions

You have to decide what you want to do with each area you’ve been assigned as a sales person

Territory goals

These days, u dont have to create ur route manually, instead u can use what

CRM or AI program

Janes mom has one of the worst customers where this lady returns 7 pairs of glasses in a row, $550 a piece

Party: served beef tenderloins, she wrapped up the leftovers, said the wear was tough, and got ALL of her money back after serving nearly all of it

these are examples of terrible customers doing what?

performing fraud

Why do u have to be weary of PITA clients

when u get rid of them bc they will go online and complain

Can u decide how often you want to see each client (A vs B clients)?

Yes

what is one of jane’s weaknesses when it comes to goal setting

doesn’t plan far enough ahead

• Get a piece of poster from dollar store

• Cut out pictures 

• By looking at it everyday, you subconsciously move towards those goals

what is this activity called

Storyboards / vision boards

when you are meeting w your work supervisor, they are gong to come up with a series of goals, as soon as you get out of the meeting, go back to ur desk, and do what?

compose an email that sets out what u agreed to. its a legal document to rely on

• Jane agreed with her supervisor that she work work __ billable hours a year

• Her boss said that it was __ at the end of the year

• There would've been no debate if ur goals were in writing

• Also sometimes your supervisors change and there would be no record of what we discussed

• 1600

• 1800

 your colleges and boss are NOT YOUR FRIENDS so what shouldn’t u do?

tell them personal things (eg im going on holiday)

A friend of janes niece was working a receptionist at an auto shop, what happened there?

there was a girl that got her colleague to bad mouth another customer, recorded her, and then she got fired

Whenever u are going interviews, never be honest with what?

what your weaknesses are since they will use that as criticism against you 

If you have to give a weakness make sure to do what

Make it irrelevant to the job