Nobody knows more about the project than the project manager themselves. After all they are the ones involved with selling the proposal, managing the budget, assessing the risks, and so forth. However, the author, mauricio, of this Crank Project Article shares his experience that there is some sort of disconnect between Project Management and Sales, and how many sales executives do not take the advantage of using PMs as expert consultants at sales meetings.
Project managers possess the skills, probably better than the average sales person, to “persuade, improvise, overcome resistance, manipulate or manage objections.” They have experience with foreseeing and managing risks, minimizing impact and how to recover from those risks. Plus they carry the project knowledge in case they need to iron out any details for stakeholders during meetings.
Include project managers in sales meetings?
Before ruling out project managers at the next sales meeting, remember these words said by Mauricio about project managers:
There are a few skills that make project managers an essential role to organizations. We have mentioned before that “projectized” companies, frequently rely on Project Managers as the pivot role in the center of the organization during the duration of projects, that is, they are the main interface among all the stakeholders, including the customer, Management, production, legal and marketing areas, and so forth. If the adoption of this model is mature enough, Project Managers (PMs) even rule both vertically and horizontally in the hierarchy of the company, and may set tasks and milestones as the Project demands.
To read the full article, click here: http://crankproject.com/en/blog/why-a-project-manager-can-actually-sell-better-than-the-average-sales-person