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#AgileBizConf19 MAKE YOUR BUSINESS RUN BETTER WITH AGILE IN SALES By Marina Alex

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Page 1: MAKE YOUR BUSINESS RUN BETTER WITH AGILE IN SALES€¦ · #AgileBizConf19 OTHER DIFFICULTIES 1 Didn’t know how to be a team 2 Managers didn’t trust their teams 3 Focus was on

#AgileBizConf19

MAKEYOURBUSINESSRUNBETTERWITHAGILEINSALESByMarinaAlex

Page 2: MAKE YOUR BUSINESS RUN BETTER WITH AGILE IN SALES€¦ · #AgileBizConf19 OTHER DIFFICULTIES 1 Didn’t know how to be a team 2 Managers didn’t trust their teams 3 Focus was on

#AgileBizConf19#AgileBizConf19

CASESTUDY

Createdacompetitiveadvantage

Increasedsales43%—127%1

2

3

Morethen1500sales,product,andmarketinnovations

Page 3: MAKE YOUR BUSINESS RUN BETTER WITH AGILE IN SALES€¦ · #AgileBizConf19 OTHER DIFFICULTIES 1 Didn’t know how to be a team 2 Managers didn’t trust their teams 3 Focus was on

#AgileBizConf19

CASESTUDY

#AgileBizConf19

1300Employees

£160MRevenue

20Yearsold

Similarto

Page 4: MAKE YOUR BUSINESS RUN BETTER WITH AGILE IN SALES€¦ · #AgileBizConf19 OTHER DIFFICULTIES 1 Didn’t know how to be a team 2 Managers didn’t trust their teams 3 Focus was on

#AgileBizConf19

WHEREWEBEGAN

43%

Didn'tachievesalestargets

Didn’tcollaboratewithotherdepartments

Lackedpassion

Classicsalesdepartment

1

2

3

4

Page 5: MAKE YOUR BUSINESS RUN BETTER WITH AGILE IN SALES€¦ · #AgileBizConf19 OTHER DIFFICULTIES 1 Didn’t know how to be a team 2 Managers didn’t trust their teams 3 Focus was on

#AgileBizConf19

Page 6: MAKE YOUR BUSINESS RUN BETTER WITH AGILE IN SALES€¦ · #AgileBizConf19 OTHER DIFFICULTIES 1 Didn’t know how to be a team 2 Managers didn’t trust their teams 3 Focus was on

#AgileBizConf19

WrittenBy:JeffSutherland

Page 7: MAKE YOUR BUSINESS RUN BETTER WITH AGILE IN SALES€¦ · #AgileBizConf19 OTHER DIFFICULTIES 1 Didn’t know how to be a team 2 Managers didn’t trust their teams 3 Focus was on

#AgileBizConf19

Salesbacklog

OURAPPROACH

Planningsession Daily Demo Retrospective

7daysprint

3Scrumroles

QualitativeIndicators

QuantitiveIndicators

Page 8: MAKE YOUR BUSINESS RUN BETTER WITH AGILE IN SALES€¦ · #AgileBizConf19 OTHER DIFFICULTIES 1 Didn’t know how to be a team 2 Managers didn’t trust their teams 3 Focus was on
Page 9: MAKE YOUR BUSINESS RUN BETTER WITH AGILE IN SALES€¦ · #AgileBizConf19 OTHER DIFFICULTIES 1 Didn’t know how to be a team 2 Managers didn’t trust their teams 3 Focus was on

#AgileBizConf19

100%

AGILEINSALESWASOURSOLUTION

43%

AGILEsalespilotteam

AG IL E

Page 10: MAKE YOUR BUSINESS RUN BETTER WITH AGILE IN SALES€¦ · #AgileBizConf19 OTHER DIFFICULTIES 1 Didn’t know how to be a team 2 Managers didn’t trust their teams 3 Focus was on

#AgileBizConf19

ThemostimportantpartofAGILEtransformation

AGILE

CRISIS

100%

BUT…

WorstsalesdepartmentasAGILEpilotteam

43% AG IL E

Page 11: MAKE YOUR BUSINESS RUN BETTER WITH AGILE IN SALES€¦ · #AgileBizConf19 OTHER DIFFICULTIES 1 Didn’t know how to be a team 2 Managers didn’t trust their teams 3 Focus was on

#AgileBizConf19

AGILEisa

M IN D E TS #AgileBizConf19

Page 12: MAKE YOUR BUSINESS RUN BETTER WITH AGILE IN SALES€¦ · #AgileBizConf19 OTHER DIFFICULTIES 1 Didn’t know how to be a team 2 Managers didn’t trust their teams 3 Focus was on

#AgileBizConf19

OTHERDIFFICULTIES

1Didn’tknowhowtobeateam

2Managersdidn’ttrusttheirteams

3Focuswasonsales,butnotoncustomersatisfaction

4Lackofcollaborationwithotherdepartments(e.gmarketing,IT,andlogistics)

Page 13: MAKE YOUR BUSINESS RUN BETTER WITH AGILE IN SALES€¦ · #AgileBizConf19 OTHER DIFFICULTIES 1 Didn’t know how to be a team 2 Managers didn’t trust their teams 3 Focus was on

#AgileBizConf19

COMMONGOALS INCREASEDSALES

Page 14: MAKE YOUR BUSINESS RUN BETTER WITH AGILE IN SALES€¦ · #AgileBizConf19 OTHER DIFFICULTIES 1 Didn’t know how to be a team 2 Managers didn’t trust their teams 3 Focus was on

#AgileBizConf19

WITHACOMMONGOAL

43% FROM

Page 15: MAKE YOUR BUSINESS RUN BETTER WITH AGILE IN SALES€¦ · #AgileBizConf19 OTHER DIFFICULTIES 1 Didn’t know how to be a team 2 Managers didn’t trust their teams 3 Focus was on

#AgileBizConf19

127%TO

43% FROM

WITHACOMMONGOAL

Page 16: MAKE YOUR BUSINESS RUN BETTER WITH AGILE IN SALES€¦ · #AgileBizConf19 OTHER DIFFICULTIES 1 Didn’t know how to be a team 2 Managers didn’t trust their teams 3 Focus was on

#AgileBizConf19

AGILESALESTEAMSMADEMORE

THAN£75,000,000FORTHECOMPANY

127%TO

43% FROM

WITHACOMMONGOAL

Page 17: MAKE YOUR BUSINESS RUN BETTER WITH AGILE IN SALES€¦ · #AgileBizConf19 OTHER DIFFICULTIES 1 Didn’t know how to be a team 2 Managers didn’t trust their teams 3 Focus was on

#AgileBizConf19

TRIPLETHEOUTPUT

THESAMEPEOPLE

THESAMECOMPANY

THESAMEBUDGET

Page 18: MAKE YOUR BUSINESS RUN BETTER WITH AGILE IN SALES€¦ · #AgileBizConf19 OTHER DIFFICULTIES 1 Didn’t know how to be a team 2 Managers didn’t trust their teams 3 Focus was on

#AgileBizConf19

300

INNOVATIONS

AGILESALETEAMEACHAGILESALESTEAMCREATEDMORETHAN

PERYEAR

#AgileBizConf19

Page 19: MAKE YOUR BUSINESS RUN BETTER WITH AGILE IN SALES€¦ · #AgileBizConf19 OTHER DIFFICULTIES 1 Didn’t know how to be a team 2 Managers didn’t trust their teams 3 Focus was on

#AgileBizConf19

AGILEINSALES INCREASESPROFITSANDMAKESBUSINESSRUNBETTER

Page 20: MAKE YOUR BUSINESS RUN BETTER WITH AGILE IN SALES€¦ · #AgileBizConf19 OTHER DIFFICULTIES 1 Didn’t know how to be a team 2 Managers didn’t trust their teams 3 Focus was on

#AgileBizConf19

THEREALRESULTS

127%

WorstsalesdepartmentasAGILEpilotteam

•  satisfactionofcustomers

•  secondarysales

•  competitiveadvantages

#AgileBizConf19

AGILE

Page 21: MAKE YOUR BUSINESS RUN BETTER WITH AGILE IN SALES€¦ · #AgileBizConf19 OTHER DIFFICULTIES 1 Didn’t know how to be a team 2 Managers didn’t trust their teams 3 Focus was on

#AgileBizConf19

CUSTOMERFOCUS

leadstorepeatbusinessandcreatesacompetitive

advantagethatISHARDTOCOPY

SUCCESS

Page 22: MAKE YOUR BUSINESS RUN BETTER WITH AGILE IN SALES€¦ · #AgileBizConf19 OTHER DIFFICULTIES 1 Didn’t know how to be a team 2 Managers didn’t trust their teams 3 Focus was on

#AgileBizConf19

EmailmetoreceiveafreecopyoftheSWAYguide…[email protected]


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