Effective goals for self-leadership are those that are easy for salespeople to achieve.

1. personal goals-what one wants to accomplish relative to oneself;
2. sales call goals-the priorities that are set out to be accomplished during a specific call;
3. account goals-the objectives relative to each individual account; and
4. territory goals-what is to be accomplished for the overall territory.

Each level requires different types of effort and produces different outcomes, and each of the levels is interrelated and interdependent on the others. Ultimately, each higher-level goal is dependent on the salesperson setting and achieving the specific goals for each lower level.

• Single-Factor Analysis-Single-factor analysis, also referred to as ABC analysis, is the simplest and most often used method for classifying accounts. Accounts are analyzed on the basis of one single factor-typically the level of sales potential-and placed into either three or four categories denoted by letters of the alphabet, "A," "B," "C," "D." All accounts in the same category receive equal selling effort.
• Portfolio Analysis (Two-Factor Analysis)-This classification method allows two factors to be considered simultaneously. Each account is examined on the basis of the two factors selected for analysis and sorted into the proper segment of a matrix. This matrix is typically divided into four cells, with accounts placed into the proper classification cell on the basis of their individual ratings ("high" and "low" or "strong" and "weak") on each of the two factors. Accounts in the same cell share a common level of attractiveness as a customer and will receive the same amount of selling effort.

1. Straight line-With a straight-line plan, salespeople start from their offices and make calls in one direction until they reach the end of the territory. At that point, they change direction and continue to make calls on a straight line on the new vector.
2. Cloverleaf-Using the cloverleaf pattern, a salesperson works a different part of the territory and travels in a circular loop back to the starting point. Each loop could take a day, a week, or longer to complete. A new loop is covered on each trip until the entire territory has been covered.
3. Circular-Circular patterns begin at the office and move in an expanding pattern of concentric circles that spiral across the territory. This method works best when accounts are evenly dispersed throughout the territory.
4. Leapfrog-When the territory is exceptionally large and accounts are clustered into several widely dispersed groups, the leapfrog routing methodology is most efficient. Beginning in one cluster, the salesperson works each of the accounts at that location and then jumps (typically by flying) to the next cluster. This continues until the last cluster has been worked and the salesperson jumps back to the office or home.
5. Major City-Downtown areas are typically highly concentrated with locations controlled by a grid of city blocks and streets. Consequently, the downtown segment is typically a small square or rectangular area allowing accounts to be worked in a straight-line fashion street by street. Outlying areas are placed in evenly balanced triangles or pie-shaped quadrants, with one quadrant being covered at a time in either a straight-line or cloverleaf pattern.

1. Understanding the Other Individuals-Fully understanding and considering the other individuals in the partnership is necessary to know what is important to them. What is important to them must also be important to the salesperson if the partnership is to grow and be effective.
2. Attending to the Little Things-The little kindnesses and courtesies are small in size, but great in importance. Properly attended to and nurtured, they enhance the interrelationships. However, when neglected or misused, they can destroy the relationship very quickly.
3. Keeping Commitments-We build hopes and plans around the promises and commitments made to us by others. When a commitment is not kept, disappointment and problems result and credibility and trust suffer major damage that will be difficult or impossible to repair.
4. Clarifying Expectations-The root cause of most relational difficulties can be found in ambiguous expectations regarding roles and goals. By clarifying goals and priorities as well as who is responsible for different activities up front, the hurt feelings, disappointments, and lost time resulting from misunderstandings and conflict can be prevented.
5. Showing Personal Integrity-Demonstrating personal integrity generates trust. Be honest, open, and treat everyone by the same set of principles.
6. Apologizing Sincerely When a Mistake Is Made-It is one thing to make a mistake. It is another thing to not admit it. People forgive mistakes, but ill intentions and cover-ups can destroy trust.