Agile Sales – Scrum For Sales Management
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This document discusses applying agile development principles like Scrum to sales management. It outlines Scrum concepts like sprints, standups, and retrospectives. It also defines Scrum roles like the Scrum Master and Product Owner and how they work with the Scrum Team. Tools for tracking progress are also presented, like the burndown chart and Scrum board. The goal is to help sales teams work iteratively and flexibly to achieve their goals.
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Agile Sales – Scrum For Sales Management
- 1. Applying Agile Development to Sales Management
- 2. Dimitar Stanimiroff Managing Director Stack Overflow Careers EMEA
- 3. Agenda 1. What it is & why it matters (i.e. benefits) 2. Scrum Tools - The Burndown Chart - Scrum Board 3. Team Roles + Responsibilities 4. Putting it all together (Sprints, Standups & Retrospectives) 5. Implementation
- 4. What Is Scrum? Scrum originates as an iterative and incremental agile software development framework for managing software projects. Its focus is on "a flexible, holistic product development strategy where a development team works as a unit to reach a common goal".
- 7. Tracking Progress In Agile Sales Image Source: http://snowbrains.com/tag/mount-everest/
- 8. Tracking Progress In Agile Sales Are we there yet?
- 9. 0 20000 40000 60000 80000 100000 120000 0 5 10 15 20 25 Model Actual
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- 11. 0 20000 40000 60000 80000 100000 120000 0 5 10 15 20 25 Model Actual
- 12. 0 20000 40000 60000 80000 100000 120000 0 5 10 15 20 25 Model Actual
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- 17. Image Source: http://www.empireonline.com/features/future-of-x-men-franchise/ Scrum Master • Responsible for making sure a Scrum team lives by the values and practices of Scrum • Often considers a coach for the team, ensuring that that they do the best work possible • The process owner creating balance with the project’s key stakeholder
- 18. hImageSource:ttp://comicbook.com/blog/2013/06/30/x-men-days-of-future-past-patrick-stewart-on-professor-xs-return/ Product Owner • The project’s key stakeholder • Has a vision of what s/he wishes to build and convey that vision to the team • Someone with a solid understanding of the user, marketplace competition and future trends
- 19. http://77wallpaper.com/x-men-days-of-future-past-94.html Scrum Team Everyone one the project works together to complete the work they have collectively committed to complete within a sprint.
- 20. ScrumBoard THE
- 21. Putting It All Together: Sprints, Standups & Retrospectives
- 23. Image Source: http://getrealphilippines.com/blog/2014/06/why-andray-blathche-being-a-proud-pinoy-makes-perfect-sense/ We are all in the scrum … … each and every day.
Hinweis der Redaktion
- - Scrum solves that problem. It also makes team members more engaged & increases job satisfaction Allows sales managers to get better understanding of their team’s pipeline; what team members are doing right or wrong and the impact their activities have on their bottom line In other words allow managers to mange performance rather than results
- Mount Everest 8,848 m ->632m a day Daily distance covered will vary, so the best thing to do will be to focus on how much further to climb and how many days left before we have to turn back Tracking progress against goal is what we refer to as the “burn down”
- - Measuring speed and distance to goal rather than the absolute value of sales closed.
- Core to Scrum’s popularity You get direct visibility into how well you’ve been doing and how the performance thus far compares to what needs to be done going forward to reach goal Makes it very easy and quick to see how the team is tracking against goal
- - Means to visualize salespeople’s workflows, their pipelines and how those pipelines develop over time
- - Weekly scrum manifest itself in 2 quick meeting held once every 5 days (Standup & Retrospective)
- - The team in sin the scrum every day. - The two meetings are like the tip of the iceberg – just 10% of its entire body