You started with a clear charter for sales project. You made a great plan for your project. Now it's time to execute.
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:
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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:
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.
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.
Why should you, a sales professional, implement sales project management? The biggest reason: you'll make more money.
Sales project management gives you a structure. Use that structure to leverage your efforts. Here is the outcome:
- Earn a bigger paycheck, because you
- Reach more buyers, because you
- Apply structure to leverage your efforts
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:
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.
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.
Do you spend time looking in the rear-view mirror , instead of looking ahead? Here's the cure.
The more time you spend looking back, the less time you have to look forward and close more sales.
You look back because of Fear, Uncertainty and Doubt, the FUD Factor.
You can eliminate uncertainty by applying structure to your selling time.
Sales Project Management gives you the structure you need to always be looking ahead.
If you do your best to close sales throughout the year, how will you know if it's enough? When your instructions are, "Try hard, and do your best," what does that mean.
In a construction project, a Project Charter states the purpose of the project, the due date, the funding amount, and the accountable person: the project manager. Why wouldn't you apply this tool to your sales project?
Your Sales Project Charter contains three points:
- Deliverable: your sales goal.
- Due Date: the end of your sales year.
- Accountable Person: guess who? It's you.
"How to Get Un-Stuck as a Sales Professional" is my free video course about Sales Project Management, the next wave in selling. You can register for this powerful introduction to sales projects by clicking the link below. Scroll to the bottom of the page to sign up.
Stress is an energy-killer. In sales, negative stress can lower your sales. Here is the cure:
Blending sales with project management is new. It is the next wave in the sales profession. When sales reps, sales managers and small business owners learn about it, they all like the idea. At the same time, they all seem to have the same question: "Can I make more money by using sales project management?"
Here's the answer:
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.
"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.