Project manager leadership skills and scope statement development

Winsome Manufacturing Leadership

Winsome Sales Leadership

The ability to coordinate, create and maintain a high level of collaboration between sales and marketing departments from different companies is one of the most formidable tasks any two enterprises can attempt. This paper presents the scope statement and defines the series of deliverables for having the Winsome home sales force sell products from its sister company. In creating any shared sales strategy between two companies it is critically important to infuse the collaboration with shared ownership of results and the ability to have confidence in not just the product, but the go-to-market strategy and positioning as well (Shoemaker, 2003).

Scope Statement

To create a responsive, transparent and highly collaborative shared selling strategy that capitalizes on the innate strengths of each sales force while also expanding the total available market by continually improving selling and service skills.

Exclusions from Scope

This scope statement does not include any other aspect of operations, specifically leaving out forecasting accuracy, supply chain performance, or the pace of new product introductions and replacements. Also excluded are the actual production strategies and programs used for defining how the home and commercial products will be built.

Deliverables

The following are the deliverables for the sales kick-off with the home sales force with Winsome's sister company:

1. Product Unique Value Proposition Statements (UVP) and Training Presentation -- This deliverable defines the specific unique attributes of each product the home sales force will be selling, in addition to communicating its unique position in the market. The UVP will also concentrate on how the sales force can tell unique, compelling stories around the product(s) to get customers to buy them.

2. Go-To-Market Strategy For Each Product Line -- Defines each element of the marketing, selling and service strategy of each product, including how it will be positioned against competitors. The go-to-market strategy also concentrates on how each Winsome product also meets unique needs and preferences of the home market customer as well. These presentations and sales kits will include pictures and videos of each product and overviews of their most valuable attributes for customers as well.

3. Customer Profiles And Market Segments -- These are invaluable in getting the sales force focused on the types of customers with the highest probability of purchasing the products being introduction.

4. Overcoming Common Sales Objections -- The intent of this section of the training is to describe how best to manage objections that come up during the selling cycle for each product.

Assumptions

The following are the assumptions of this plan for collaborating with the home sales force of Winsome's sister company:

1. The sales force will be interested in learning as much as possible so they will be able to attain their quotas and earn bonuses.

2. The materials will need to be customer-centric and strong in the areas of customer messaging to be relevant during sales cycles.

Key Points And Objections

The following are the key points and objections of the overall scope statement and deliverables:

1. The need for training the sales force is urgent and for the continual sharing of knowledge to be effective, there needs to be a very high level of collaboration and information sharing.

2. The sales forces will need to learn how to trust each other and realize both sales teams win more closed sales and higher incomes the greater they cooperate and share information together.

3. Selling quality and being clear on product depth and scope is more important than just selling on price.