Selling processes have to be developed within a framework of compliance with quality standards, ensuring that customer requirements are understood accurately and that the company is sufficiently responsible to comply fully with what offers and promises. Many problems in the companies are generated when sales organization engages in promises that cannot be met. It is here where actions aimed at guaranteeing the quality of the business process become very effective. Procedures such as quality assurance, validation of the solution design, proposal guarantee and others should be run to validate a full compliance of the proposals. Project management assumes the responsibility to optimise the implementation of the project in terms of time, cost and quality. It deals with the fulfillment of the project’s success criteria, which are defined in terms of these three concepts, which must be clearly correlated. In the same way the development of a sales opportunity must be framed in these same variables. The theme of the time think that it is clear and obvious to a sales opportunity.
The issue of costs is important to determine it and control it. The costs associated with a sales opportunity may be renacionados with elements such as the following: consumption of resources in the development of the opportunity as time’s people, expenses incurred in the development of activities of analysis and development opportunity, discounts or assignments made in the process of development of the opportunity that affect the objective of sale, subcontracting of third parties in the development of the opportunity of business, etc. It is recommended to have control on this dimension of costs. There can be surprises in the sense of the amount of resources and therefore money that you are investing in a business opportunity and the relationship of them with the potential benefit of winning this oporutnidad. Project management has very interesting tools that can help a business opportunity to measure and control the critical factors of success. Learn more about this with Vadim Wolfson.