By Pat Hinds
I am in a fortunate position to work with many companies implementing our Results Based Selling (RBS) process; as a result, I rely heavily on project management to ensure I deliver the projects on budget and on time. The thing that has struck me with regards to project management is not only the value of managing my customer projects, but the value of project management within the actual RBS sales process.
When I worked at Xerox 15 years ago they provided me with project management training; since then I have worked at many organizations and none have invested in providing project management training for sales people. When I was with Rogers they had a project management office that would work with the sales teams and respond to and implement RFP responses; the PM team was very valuable and instrumental in many large enterprise wins for Rogers.
Seeing project management work within the RBSprocess is imperative; my position is that sales managers need to embrace project management if they want to be successful in the sales2.0 environment. Sales managers need to define the desired objective within the market they manage and this can be done with a project charter. When territories are assigned to the sales reps, sales managers need to use tools like salesforce.com to manage the outcome of the project ensuring they are aligned with the objectives set in the project charter.
Listed below is the definition of a project charter and examples of project management tools to assist with the project management process.
Project Management Tools
Project Charter or project definition (sometimes called the terms of reference) is a statement of the scope, objectives and participants in a project. It provides a preliminary delineation of roles and responsibilities, outlines the project objectives, identifies the main stakeholders, and defines the authority of the project manager. It serves as a reference of authority for the future of the project.
Basecamp (www.basecamphq.com) tackles project management from an entirely different angle: A focus on communication and collaboration. Basecamp brings people together. An online project collaboration system, it helps you to manage projects and organise documents in one place and share it across teams.
Additional Project Management Tools
Topics: Sales Consulting