Project Management Training for Sales Reps - How to Make More Money

Problem

As a sales professional, you have three objectives:

• Close more sales
• Earn more money
• Spend more free time with family, friends, sports and hobbies

You are always looking for an edge, a way to achieve more of the three objectives shown above.

The answer is the structure and discipline of project management. When you apply it, it's a liberating experience!

Solution

You need the proper training to apply the structure of project management to the sales profession. Your trainer must have these credentials:

• Experienced sales rep and sales manager
• Internationally-certified Project Management Professional
• Successful trainer 

For a sample, try my free sales projects intro course.

How to Close Your Sales Project and Save Your Best Ideas for the Future

Closing is the natural evolution of your sales project. 

1. Initiating: you received your sales project's Charter, giving you the basic information you needed, plus written permission, to begin your project.
2. Planning: you spent the time necessary to create a workable sales project plan. Your plan included the Scope of work, the Time required for all activities, and the Cost of your project.
3. Executing: you followed the roadmap of your sales project plan.
4. Monitoring and Controlling: you performing auditing and adjusting, to keep your sales project on track.
5. Closing: formally end your sales project.

Sign up for my free Sales Projects intro course. Learn the basics of the system that will add more money, opportunities and free time to your career.

How to Execute Your Sales Project, for Greater Sales and a Bigger Paycheck

You started with a clear charter for sales project. You made a great plan for your project. Now it's time to execute. 

How to Plan Your Sales Project, to Make More Money and Go Home Earlier

If you do not plan, you let other people and "things" interrupt you enough that you don't accomplish much each day. 

Sales Project Management gives you the freedom to achieve! Here's how to plan your sales project:

If this vlog post helped you, don't forget to Like it.

How to Initiate a Sales Project, and Why It Matters

Every project needs a starting point. Your sales project is no exception. Here's how to start yours.

Learn more. Sign up for my free introduction to Sales Projects. You'll find the sign up form at the bottom of the Sales Projects Page:

How to Improve Your Performance, and Have Fun at the Same Time

You work hard all day. At the end of the day, you look back and say, "I know I could have done better, but I'm not sure how." 

Here's the answer:

Structure reduces chaos, letting you get more done.

Structure lets you do more work, with fewer steps.

Structure lets you go home early once in a while, because you completed all of the day's work early. 

Sign up for my free course that introduces you to sales projects.

Why Bother with Stakeholders?

They aren't directly a buyer or a seller, so why should you bother to deal with stakeholders? Here's why:

Stakeholders are defined as everyone you invited to the party, plus everyone who invited themselves. Stakeholders can help you succeed. Stakeholders can also get in your way. 

In Sales Project Management, you'll use these steps:

1. Make a list of sales project stakeholders. That list will grow as other people invite themselves to the party.
2. Learn each stakeholder's influence and impact on your sales project.
3. Learn each stakeholder's expectations. If you can meet their expectations, they might just become raving fans.
4. Decide which stakeholders deserve which types of information.

At the end of the day, you'll build an army of supporters for your sales project.

Free: Introduction to Sales Projects

Try my free course, to learn the basics of sales project management. 

What Could Go Wrong with Your Sales Efforts? Plenty! Here's How to Be Prepared

Before you begin your sales year, you cross your fingers and hope for the best. That is NOT risk management. If you don't deal with risk, it will bit you. Here's how to rest easier.

Take my free Sales Projects course. Click the button below, and scroll to the bottom of the page.

Business Owners: Why Should You Implement Sales Projects?

You are busy enough already. Now, here comes this Mike Goss character, telling you that you should implement yet another sales tool. 

The reason: the structure to grow your business to the next level.

You need greater sales.

You already work hard all day.

Imagine what will happen when  you apply more structure to your activities.

• You are more productive each day.
• You close more sales, sooner.
• Your company's revenue goes up.
• Your personal income goes up.

Click the link at the bottom of the Sales Project Management page:

Are Sales Projects Good for Buyers? Why Does it Matter to Sellers?

The highest-paid sales professionals know that selling is a collaboration between the seller and the buyer. If your sales practices are good for buyers, what will it do for your paycheck?

To learn more, sign up for my free introductory course.

Why Bother to Implement Sales Project Management? How About More Money in Your Pocket?

Sales project management is the next wave in selling. It doesn't magically show up in your daily activities. You have to build the structure that will put more money in your pocket. It will be worth every minute of your time.

To Make Your Sales Year Better, Make It a Project

Contractors use project management to control costs, increase quality and get done sooner.

Software developers use project management to deliver higher quality products, sooner, with lower costs.

Forward-thinking sales professionals will use project management to deliver greater sales, with lower costs, in a shorter time.

This MP3 recording says it all.

How Sales Projects Strengthen Our Economy

"Nothing happens until someone sells something." Each sale causes goods and services to flow in one direction, and cash to flow in the other direction.  

The Urgency of Achieving Your Sales Goals

As salespeople and sales leaders, we have an awesome responsibility to make something happen. Our economy needs us now, more than ever. To strengthen our economy, we must increase the flow by selling more.

How to Sell More

How do you sell more? You get better at all aspects of selling. You become a better prospector, a better qualifier, a better need-finder. You make better presentations. You handle objections better. You become a better closer. You follow up better. As a result, you win more sales. You build a larger community of loyal customers, who refer their friends to you.

How to Sell Better

Most salespeople and sales leaders begin the year with their annual sales goals, their personal strength, and their optimism. During the year, they may receive sales training to fine-tune their skills. 

Part 1: Get Better Sales Training

If their sales training is like most programs, it's based on the sellers point of view. It's about the selling process. The buyer's role is merely to buy after being exposed to the selling process. 

To sell better, we need a more realistic sales training program. The new program must be focused on the buyer, not the seller. After all, it's the buyer's decision and the buyer's money. We sell more by enabling and enriching more buyers.

 Part 2: Make It a Project

An annual sales program can either be a collection of activities, or a sales project. 

An annual collection of activities may keep everyone busy, but the activities are usually not connected.  

A sales project is focused on achieving the project goal: the sales quota. A sales project includes milestone events during the year. Each milestone contains a deliverable, a due date and an accountable person. Accountability leads to achievement.  

Each milestone is comprised of activity steps. Each step contains a deliverable, a due date and an accountable person.  

When the steps are completed on time, they cause each milestone to be completed on time. When each milestone is completed on time, they cause the project to be completed on time.

To maximize your sales, and improve our economy, you need a sales project.  A successful project requires project management. Here's how it works:

• Your annual sales goal becomes the goal (and deliverable) of the project.
• Weekly, monthly and quarterly sales goals become milestone events of the project. 
• Activities to achieve your milestones become steps of your project.  Because they all have deliverables, due dates and accountability, they tend to get done on time.
• Regular progress meetings enable feedback and mid-course adjustments.

Why It Matters

Our economy, your company and your checking account need more sales today. A sales project is the best tool to increase your sales. Let's apply project management to selling now.

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