I'm trying to find material that connects basic project management principles with the sales process. My audience is sales people in who sell products/services with a long sales cycle and sometimes a long delivery cycle. It's complex, and we want them to use basic PM techniques. Any suggestions? Saving Changes...
There are number of possible approaches here. I can only speak from an IT industry perspective.
First basic project management training for the sales people. I'm not sure how that would go. There are classes available for senior management and their role in the PM process. That might be more suitable. I believe there is a course through www.rmcproject.com. I have attended a number of courses and they are very good.
Secondly you could use a team approach. The team usually consists of a sales person a pm and a technical architect/technical lead depending on the project. As soon as you are getting to any kind of detail on cost and schedule you need delivery people involved. Delivery people have trouble with estimates let alone sales people.
Even when it is in the sales cycle, you are already setting expectation. You are taking that right approach in having the sales people at least aware of PM principles. Saving Changes...
Short Warning.. Much project management has an IT slant in trems and creates confusion.
To me the key thing is: 1 set a generic set of phase which suit your people.. This maybe:
Understand Customer Needs Understand Solution Needs Design Product Build Product Test Product Gain Customer Approval Hand Over Follow Srvice
Then think about how you will manage: Time $ Quality Scope Communications Resources Procurement Risks
As the you move through the cycle.
Create some simple (not to complex) toolkits for people to use.
And sell, sell, sell to the staff.
you are also going to have to work hard with the support staff. A Sales person may plan something, but if the support people are not interested and have no desire to be interested then they are dead in the water and so is your PM ideas.
HOpe it helps Saving Changes...
Peter O'BrienBarlborough, Chesterfield, United Kingdom
I have a similar problem - how do I convince sales that they should sell project management services? How do I answer the question (passed on from clients) "Surely as a supplier you are going to have to do these things anyway - why should I, the customer, pay for them"? Ideas please!!!!!!!!!!!!!! Saving Changes...
