Business Architecture Series Agile Sales and Business Development Build effective sales team learning from agile development methodology [email protected]
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Business Architecture Series
Agile Sales and Business Development
Build effective sales team learning from agile development methodology
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 DealsBacklog
Monthly DealsBacklog
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 leaderTeam protectorTroubleshooter
Scrum guide
picture by Orange Beard
Scrum Master(Sales
Manager)Remove impedimentsPrevent interruptionsFacilitate the teamSupport the processManage management
The Team(Sales Team)
Small (5–9 people)Colocated - Cross-functional
Self-organized - Full-timepicture by ewen and donabel
The Team
Define tasksEstimate effortProgress DealsEnsure qualityEvolve processes
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
The Challenge!
Looks Simple, But It Is HardNo Silver Bullet
Need ProcessTakes Time
picture by a2gemma
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