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Managing Sales Projects

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Can sales people manage their own opportunities?

When you hear the word "management" associated with sales, you probably think about pipelines, territories, accounts or sales teams. How about managing a sales opportunity as a sales project?

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Managing Sales Projects

  1. 1. Why Manage Sales Pursuits as Projects?<br />Bill Rust<br />
  2. 2. Let’s explore the concept<br />IF<br />A project has a higher probability of success if it is managed effectively<br />Think of project management as the application of knowledge, skills, tools and techniques to help you achieve your goal, or End in Mind<br />
  3. 3. Let’s explore the concept<br />SINCE<br />A project has a higher probability of success if it is managed effectively<br />IF<br />A sales opportunity is a project<br />A project is a temporary endeavor undertaken to create a unique product, service or result<br />
  4. 4. Let’s explore the concept<br />SINCE<br />A project has a higher probability of success if it is managed effectively<br />AND<br />A sales opportunity is a project<br />THEN<br />By effectively managing a sales opportunity, <br />you are more likely to succeed<br />
  5. 5. What does success look like?<br /> Reduce Risks Increase Results<br />
  6. 6. Identify YOUR constraints<br />Scope<br />Time<br />Cost<br />
  7. 7. Focus allows us to perform at higher levels<br />Scope<br />Quality<br />Time<br />Cost<br />
  8. 8. Are the real constraints of an opportunity identified in an RFP?<br />
  9. 9. Focus on Quality<br />Scope<br />Quality<br />Time<br />Cost<br />
  10. 10. How well do you understand the <br />
  11. 11. Focus Drives Performance<br />By focusing on the right deals, you will spend less time pursuing deals which don’t make sense. <br />By focusing on the quality of your client interactions, you will increase the probability of having more meaningful conversations.<br />When you focus on what is most important to your clients, you increase the odds that you will become regarded as a trusted advisor.<br />When you enjoy a relationship built on trust, you meet much less resistance and are able to focus on quality, which in turn drives performance. <br />
  12. 12. Why Manage Sales Projects?<br />By managing a sales opportunity as a project, you can more effectively identify constraints, reduce risks and increase the probability of success.<br />
  13. 13. Ninety five 5www.nf5.combill.rust@nf5.com<br />Bill Rust<br />

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