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. Why Manage Sales Pursuits as Projects? Bill Rust
- 2. Let’s explore the concept IF A project has a higher probability of success if it is managed effectively Think of project management as the application of knowledge, skills, tools and techniques to help you achieve your goal, or End in Mind
- 3. Let’s explore the concept SINCE A project has a higher probability of success if it is managed effectively IF A sales opportunity is a project A project is a temporary endeavor undertaken to create a unique product, service or result
- 4. Let’s explore the concept SINCE A project has a higher probability of success if it is managed effectively AND A sales opportunity is a project THEN By effectively managing a sales opportunity, you are more likely to succeed
- 5. What does success look like? Reduce Risks Increase Results
- 6. Identify YOUR constraints Scope Time Cost
- 7. Focus allows us to perform at higher levels Scope Quality Time Cost
- 8. Are the real constraints of an opportunity identified in an RFP?
- 9. Focus on Quality Scope Quality Time Cost
- 10. How well do you understand the
- 11. Focus Drives Performance By focusing on the right deals, you will spend less time pursuing deals which don’t make sense. By focusing on the quality of your client interactions, you will increase the probability of having more meaningful conversations. When you focus on what is most important to your clients, you increase the odds that you will become regarded as a trusted advisor. 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.
- 12. Why Manage Sales Projects? By managing a sales opportunity as a project, you can more effectively identify constraints, reduce risks and increase the probability of success.
- 13. Ninety five 5www.nf5.combill.rust@nf5.com Bill Rust
Hinweis der Redaktion
- Sales Pursuits: Are they projects which should be managed?If you are interested in winning the right opportunities, you should be managing your sales pursuits as projects.
- We can think about Project Management in terms of applying knowledge, skills, tools and techniques to help you achieve your goal, or End in mind. Sounds simple enough, right? So the big question is if a sales opportunity is a project or not.
- A project may be defined as a temporary endeavor undertaken to create a unique product, service or result.A sales opportunity is by temporary (even though it doesn’t always seem that way): The client is going to buy from you or they won’tYour End in Mind is to provide a solution which exactly meets the needs of your client
- Does the idea of managing a project seem like a lot of work? I can understand why. Many Project Managers use so much jargon and complicated charts that the idea of a civilian managing a project without the proper certification seems dangerous. Now their intent may not be to intimidate you-they may not be able to help it!
- Many sales people will guess if their solution fits the client’s needs and then needlessly spend a lot of time and money trying to convince the client that they guessed correctly. The cost of these failed pursuits goes way beyond the waste of valuable company resources; the opportunity costs cannot be calculated.
- Let's focus on the most important principles and see how they can be easily applied.It is critical to the success of any project you manage for you to understand YOUR constraints. When we are deep in a sales opportunity, we are constantly looking for the customer's constraints - Is there a budget? Who needs to approve this? Throughout the sales process, we need to balance our own constraints. the so-called "triple constraints", which form the "Iron Triangle", are scope, time and cost.Effectively managing the triple constraints of time, scope and cost can help you to reduce risk and increase your win rates.Effectively managing the triple constraints of time, scope and cost can help you to reduce risk and increase your win rates.• If you knew exactly when your client was going to make a decision, you could align your sales process with the client's purchasing process and enter a peak performance state when it was time for you to make your final proposal. How often does this happen?• If you knew how your solution offerings overlap with their business needs, you could efficiently present your solution based on their decision criteria. In order to determine if a solution meets the client's needs or not, is there sometimes guessing involved?• If you knew what was required to demonstrate to the client that selecting your solution in is in their best interest, you would not spend any more than was absolutely necessary. How many sales people manage a budget on each opportunity?
- By identifying what these constraints are for each project and becoming aware of the tradeoffs we may need to make, we can focus on the most important constraint: quality. Focusing on quality enables us to achieve peak performance and execute at higher levels.Effectively managing the triple constraints of time, scope and cost is the key to focusing on the quality of your interactions with your clients. The quality of your preparation is directly related to your ability to understand each of these constraints and make the best decisions regarding their tradeoffs.
- Most projects associated with sales start only when it is necessary to marshal all of the forces necessary to check off each and every box in a lengthy RFP. I am interested in exploring the concept of managing the activities designed to promote the flow of meaningful information necessary to move us along a lengthy sales cycle. TraditionalProject Management methodologies can be effective at managing resources to complete a project on time, under budget which meets the identified criteria. But those criteria rarely represent the true business needs accurately.?
- Focus on QualityHow can you enjoy a larger average deal size, a greater number of new accounts and retain a higher percentage of existing customers? By focusing on pursuing the right opportunities and not pursuing deals you will not win. How can you enjoy a larger average deal size, a greater number of new accounts and retain a higher percentage of existing customers? By focusing on pursuing the right opportunities and not pursuing deals you will not win. So how do you know if an opportunity is worth pursuing?
- There is a direct correlation between the probability of winning a deal and the free flow of meaningful information between clients and consultants.In assessing the viability of potential opportunities, ask yourself if you understand the real opportunity.
- At Ninety Five 5, we have found that there is a direct correlation between the probability of winning a deal and the free flow of meaningful information between clients and consultants.
- 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?Let's explore the idea further…
- Step 1: Look no further than the mirror: How to model the change you seek on your team. Step 2: Building relationships of trust: How to assess and improve relationships with your Sales Force and Customers.Step 3: Coaching for breakthrough performance: How to use a simple coaching to drive dramatic sales results. Replace “telling” with “facilitating” good decision-making in your team.