agile sales and business development
DESCRIPTION
My idea of managing a sales team with agile methodology that will bring focus, discipline and empowerment to the team.TRANSCRIPT
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Business Architecture Series
Agile Sales and Business Development
Build effective sales team learning from agile development methodology
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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
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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
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Scrum Agile model in Application Development
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Scrum Agile model in Sales and Business
Quarter DealsBacklog
Monthly DealsBacklog
Daily Meeting
Achieving Annual Target
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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
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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
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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
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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
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Simple Roles
- SCRUM MASTER(Sales Manager)
- SCRUM TEAM(Sales, Tech Sales, Sales
Ops, Marketing)
picture by exfordy
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Scrum Master(Sales
Manager)
Servant leaderTeam protectorTroubleshooter
Scrum guide
picture by Orange Beard
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Scrum Master(Sales
Manager)Remove impedimentsPrevent interruptionsFacilitate the teamSupport the processManage management
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The Team(Sales Team)
Small (5–9 people)Colocated - Cross-functional
Self-organized - Full-timepicture by ewen and donabel
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The Team
Define tasksEstimate effortProgress DealsEnsure qualityEvolve processes
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Team Commitment!TEAM DEFINE THEIR OWN RULES OF WORK
TEAM HAS THE FULL CONTROL OF WHAT THEY DOTRANSPARENT
TEAM MUST COMMIT TO DELIVER MAKE CONTINOUS IMPROVEMENT
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The Challenge!
Looks Simple, But It Is HardNo Silver Bullet
Need ProcessTakes Time
picture by a2gemma