This space is very small in order to explain in detail how project management offers techniques and tools very applicable to the administration of business opportunities, taking into account the following elements: the role of project manager may be perfectly assimilated to the role of consultative seller project team can be assimilated to the Virtual organization that the seller needs to create and coordinate to ensure the fulfilment of the objective of the project, in this case the closing of the business. Elements such as personnel selection, identification of roles, comnunicaciones to the inside of the motivation of the members of the project and identification project team and conflict resolution are all applicable to the development of an organization established for the closing of a business. Risk management plays a fundamental role in the management of projects. One of the key elements in the control of projects is the measurement, evaluation and control of the risks. We should apply the same concepts to sales opportunities.
Most of them, not to say all of them, have a high content of risk, which we usually face in a very subjective way through perceptions and judgments, not in a little more scientific and methodical way. This may help us to qualify better each of the business opportunities. An exercise that can be interesting and constructive is as follows: see the definition of project management that there is on Wikipedia (click here). Compare your sales with the development of a project process. You will see that there are many similarities between both tasks. Then identify which are the tools and techniques used in project management and which of them can add value to the quality and effectiveness of your sales process. One aspect that I strongly recommend is to sale of highly complex scenarios, where selling processes are long and the type of good or service that is the subject of sale is complex and highly sophisticated, give business executives training in project management. It is very important for two aspects; they can apply the techniques and tools of the project management in the work of sales complementing the selling techniques Advisory and in addition, they can develop skills in order to transnmitir the customer and better understand the process of deploying solutions that sell.
Usually the solutions sold are object of an implementation process that unfolds through the configuration and implementation of a project. Certainly at the stage of sale you need the seller to explain in detail as it is the implantation process and that has implications. By the tanbto training in this type of concepts will help that it can sustain better what It is selling. A good place to start may be to visit a site specializing in the web related to project management. I recommend the website of the PMI (Project Management Institute), American body which dictates guidelines in terms of project management.