Managing and Winning Sales Projects

Consistent process from lead to deal

Managing and Winning Sales Projects Workshop

In long sales processes, risks increase and should be managed professionally. Effective management of sales projects requires a clear process, the right tools, and a consistent operating model. In this workshop, we focus on developing an effective sales project management system for your company that helps identify high-potential projects and prioritize sales efforts for results.

The Managing and Winning Sales Projects workshop offers concrete tools and methods for efficient management of sales projects. We develop clear checkpoints and criteria for project progression, teach how to identify high-potential projects, and create a consistent process from lead to deal. In the workshop, you will also learn to prioritize sales efforts effectively.

For Whom

This workshop is ideal for you if:

You work in B2B sales with long sales cycles
You lead a sales team or are responsible for the success of sales projects
You want to improve the success rate of your sales projects
You are looking for tools to prioritize sales projects more effectively
You aim for a more systematic approach to the sales process

Benefits

In the workshop, you will get:

Clear checkpoints and criteria for sales project progression
Tools for identifying high-potential projects
A consistent process from lead to deal
Methods for effective prioritization of sales efforts
Practical models for managing sales projects
An effective sales project management system for your company

Workshop Implementation

Our workshop is a genuinely interactive training. During the day, we do exercises together, work in groups, and discuss sales project management topics with other participants.

The number of participants is limited to 8 people, which ensures effective interaction in the training.

Comprehensive and printable background material creates depth and support for each topic covered during the day.

We take normal breaks and a lunch hour during the day.

Workshop Program

Morning

Opening and Working Methods
- Introductions and the flow of the day
- Day’s objectives and tool tips
Fundamentals of Sales Project Management
- Sales process stages and critical points
- Typical challenges in sales projects
- Risk identification and management
- Sales project management framework
Identifying High-Potential Projects
- Qualification criteria and their application
- Understanding the customer’s buying process
- Identifying decision-makers
- Analyzing the competitive situation
- Go/No-Go decision making

12:00-13:00 Lunch Break

Afternoon

Consistent Process from Lead to Deal
- Sales funnel management
- Checkpoints and progression criteria
- Sales project phasing and scheduling
- Engaging the customer in the process
- Deal closing techniques
Prioritizing Sales Efforts
- Project evaluation and classification
- Resource allocation
- Time optimization
- Team roles in sales projects
- Metrics and monitoring
Sales Project Management System
- Building your own system
- Tool implementation
- Action plan and next steps
- Continuous improvement

16:00 End of the day

Contact Us

Interested in the workshop? Would you like to organize a workshop for your organization or participate in the next open workshop?