The document compares a traditional sales approach to an agile sales approach. The traditional approach focuses on achieving a single goal through linear, separate efforts with infrequent meetings. Feedback is addressed late in the process. The agile approach visualizes goals for the whole team, holds daily standups, aligns solutions collaboratively through iterative discovery, and gains constant feedback through various meetings and tools to improve flexibility and results.

1. Agile in Sales

2. Traditional Approach
• Focus on achieving one single, ultimate
goal
• Team meetings are held infrequently
• The goals are divided and managed
separately by each the member
• Consulting is approached by a linear,
step-by-step fashion
• Problems and feedback are taken into
account post-completion
• Focus on hitting milestones that lead to the
ultimate goal
• Short team meetings are held daily
• The goals are visualize and managed by the
whole team
• Consulting is approached in a iterative
manner
• Problems and feedback are addressed
throughout the process
⮚ Individualistic, and stressful
⮚ Passive towards the team’s target
⮚ Slow reaction and adapt to new customer behaviors/journey
⮚ Less improvements
Upgraded Approach

3. Agile sales team
- Doing the work and
closing deals
- Focused on the team
goal
- Excels in sales and can use that
experience and knowledge to lead their
team
- Driving cadence each week and
keeping the team motivated.
- Caring about is team performance
- Coaching Team Members on their
sales techniques and fix any
systemic, long-term problems

4. 1. Visualized goal

5. 2. Daily standup
1. What have you done
yesterday that makes
the progress?
2. What are the next
steps?
3. What are your
impediments?

6. 3. Align: Customers + Solution:
Discovery process
is a key element to
long-term success
=> Solution is
aligned to the best
interests of the
customer

7. 4. Iterate: Frequently + Collaboratively:
Solution Team
⇒ Estimation
meeting
⇒ “Cân lợn”

8. 5. Constant feedback loops
- Weekly meeting
- Monthly retrospective
- CPM - Monthly 1:1 Check-in

9. 6. Process + Tools:
Accountability and data
(via your CRM)

10. Benefits
● Supportive, cohesive, and collaborative
● Increase predictability of results
● Enhanced grip on the sales team
● More flexible, data-driven optimizations