make your business run better with agile in sales€¦ · #agilebizconf19 other difficulties 1...

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MAKEYOURBUSINESSRUNBETTERWITHAGILEINSALESByMarinaAlex

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CASESTUDY

Createdacompetitiveadvantage

Increasedsales43%—127%1

2

3

Morethen1500sales,product,andmarketinnovations

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CASESTUDY

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1300Employees

£160MRevenue

20Yearsold

Similarto

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WHEREWEBEGAN

43%

Didn'tachievesalestargets

Didn’tcollaboratewithotherdepartments

Lackedpassion

Classicsalesdepartment

1

2

3

4

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WrittenBy:JeffSutherland

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Salesbacklog

OURAPPROACH

Planningsession Daily Demo Retrospective

7daysprint

3Scrumroles

QualitativeIndicators

QuantitiveIndicators

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100%

AGILEINSALESWASOURSOLUTION

43%

AGILEsalespilotteam

AG IL E

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ThemostimportantpartofAGILEtransformation

AGILE

CRISIS

100%

BUT…

WorstsalesdepartmentasAGILEpilotteam

43% AG IL E

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AGILEisa

M IN D E TS #AgileBizConf19

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OTHERDIFFICULTIES

1Didn’tknowhowtobeateam

2Managersdidn’ttrusttheirteams

3Focuswasonsales,butnotoncustomersatisfaction

4Lackofcollaborationwithotherdepartments(e.gmarketing,IT,andlogistics)

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COMMONGOALS INCREASEDSALES

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WITHACOMMONGOAL

43% FROM

#AgileBizConf19

127%TO

43% FROM

WITHACOMMONGOAL

#AgileBizConf19

AGILESALESTEAMSMADEMORE

THAN£75,000,000FORTHECOMPANY

127%TO

43% FROM

WITHACOMMONGOAL

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TRIPLETHEOUTPUT

THESAMEPEOPLE

THESAMECOMPANY

THESAMEBUDGET

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300

INNOVATIONS

AGILESALETEAMEACHAGILESALESTEAMCREATEDMORETHAN

PERYEAR

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#AgileBizConf19

AGILEINSALES INCREASESPROFITSANDMAKESBUSINESSRUNBETTER

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THEREALRESULTS

127%

WorstsalesdepartmentasAGILEpilotteam

•  satisfactionofcustomers

•  secondarysales

•  competitiveadvantages

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AGILE

#AgileBizConf19

CUSTOMERFOCUS

leadstorepeatbusinessandcreatesacompetitive

advantagethatISHARDTOCOPY

SUCCESS

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EmailmetoreceiveafreecopyoftheSWAYguide…MarinaAlexAgilesalesexpertmarina@uba.school