Published on March 12, 2014
Business Architecture Series Agile Sales and Business Development Build effective sales team learning from agile development methodology email@example.com
Current challenges ● Sales update status happens weekly or biweekly ● Resources are working on low value deals and non-deal closing activities ● Too many directions to the team causes disorientation and lost focus ● Late acknowledgement of a failure in achieving the quota
Agile Sales ● Applicable for smallest sales unit in the organization ● Small team members (max 10) ● Team still has freedom to determine the tasks needed to achieve the result ● Transparency acknowledges people's effort, not only the number achieved
Scrum Agile model in Application Development
Scrum Agile model in Sales and Business Quarter Deals Backlog Monthly Deals Backlog Daily Meeting Achieving Annual Target
Terminology mapping ● Backlog ● What deals we need to close in this quarter? ● What deals we need to develop in the coming quarters ● Story ● High level goals to close the deal ● Task ● List of activities to achieve the story ● Impediment ● What issues or any blockage to meet the target
Terminology Mapping ● Release ● Final number we deliver to the business (annual number) ● Sprint ● Month, Quarter or Half Year ● Scrum Master ● Sales Manager ● Team ● Sales, Tech Sales, Sales Operations, Marketing
How to benefit from Agile Methodology in Sales and Business ● Always have list of goals and tasks to achieve the goal ● We can track down to the most detail level ● Daily Meeting – 30 minutes daily call with the team to update status and task distribution and prioritization and another 30 minutes sales manager meeting for inter division interlock ● Create urgency with the team, instead of weekly call, short 30 mins call with the team will help the team to prioritize the target of the day ● Helps the team to focus on top 5 highest priority tasks ● Time keeping must be sharp to allow the team to focus on execution ● Sales manager – responsible to clear all impediments, find out internal bottlenecks, direct the team to achieve the goal ● Ensure the management does their job
Some Rules ● All team must attend the Daily Meeting – current technology allows everyone to join meeting from any location ● Allow change to take place at anytime – because we are running business and not developing software ● Allow the team to speak out on the tasks needed to close the deal ● Sales manager helps prioritizing and direct the team's focus
Simple Roles - SCRUM MASTER (Sales Manager) - SCRUM TEAM (Sales, Tech Sales, Sales Ops, Marketing) picture by exfordy
Scrum Master (Sales Manager ) Servant leader Team protector Troubleshooter Scrum guide picture by Orange Beard
Scrum Master (Sales Manager)Remove impediments Prevent interruptions Facilitate the team Support the process Manage management
The Team (Sales Team) Small (5–9 people) Colocated - Cross-functional Self-organized - Full-timepicture by ewen and donabel
The Team Define tasks Estimate effort Progress Deals Ensure quality Evolve processes
Team Commitment! TEAM DEFINE THEIR OWN RULES OF WORK TEAM HAS THE FULL CONTROL OF WHAT THEY DO TRANSPARENT TEAM MUST COMMIT TO DELIVER MAKE CONTINOUS IMPROVEMENT
The Challenge! Looks Simple, But It Is Hard No Silver Bullet Need Process Takes Time picture by a2gemma
Canvas Prints at Affordable Prices make you smile.Visit http://www.shopcanvasprint...
30 Días en Bici en Gijón organiza un recorrido por los comercios históricos de la ...
Con el fin de conocer mejor el rol que juega internet en el proceso de compra en E...
With three established projects across the country and seven more in the pipeline,...
Retailing is not a rocket science, neither it's walk-in-the-park. In this presenta...
... organizations I am often asked if sales can be Agile, ... and Sales: Reflections on my first Scrum Sales Team ... an Agile development ...
As I have an equally strong background in marketing and engineering with 20 years of sales and business development experience, I often serve on advisory ...
How can sales, business development, and marketing work within an agile engineering environment at a startup?
CRM for Sales & Marketing With Marketing Automation, Telephony, Helpdesk, Web Engagement, Social Media Integration, Email Campaigns and Mobile Marketing
Agile Sales – Scrum For Sales Management ... My big Eureka moment came during my first encounter with Agile software development processes – SCRUM.
Agile software development is a set of principles for ... agility or Agile Business ... across all business functions (from Sales, ...
Business Development ... from disorganized and dysfunctional sales and business development ... and agile consulting solutions ...
Contracting for agile software development is fundamentally different from traditional project contracting. ... Agile contracts primer English