ACA IT-Solutions - Scrum in sales

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A presentation I did for Agile Tour Luxembourg in 2011 on how we apply scrum and lean practices in our sales team.

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ACA IT-Solutions - Scrum in sales

  1. 1. n sScrum in Sales t i o l uMixing the good -So ITwith the bad CA 1 A 1and some ugly 0 2 ©
  2. 2. n s t i o l u -So I T C A 1 A 0 1 @SERGECRAEGHS 2I.D.SINCE © SOFTWARE ENGINEER >>> SOLUTION SALES 1975 LOCATION LIMBURG
  3. 3. n s t i o l u o WE A I JAVA T -S A C 1 1 2 0© MADE TO MEASURE PROJECTS ALFRESCO, LIFERAY, ATLASSIAN, NEW RELIC, IAM
  4. 4. n s t i o l u o WE A I AGILE T -S A C 1 1 2 0© OVER 9 YEARS OF SOFTWARE DEVELOPMENT PROJECTS BASED ON AGILE METHODOLOGIES
  5. 5. n sThe GOOD t i o l u -So IT CA 1 A 01 2©
  6. 6. SCRUM ? n s t i o l uShort daily stand-up meeting with team -SoEveryone shares in turn I T A Stuff done yesterday C A Stuff planned today 1 0 1 Sh*t hitting the fan 2©
  7. 7. n s t i o l u -So IT C A 1 A 0 1 2SCRUM ©DAILY ROUTINE TO INFORM THE TEAM
  8. 8. n s t i o l u -So I T C A 1 A 0 1 2 ©MORE ADVANCED SCRUMUSING SPRINT BACKLOG TO STRUCTURE INFORMATION SHARING EVEN BETTER
  9. 9. n s t i o l uSCRUM -So ITSHORT, STRUCTURED, CCONCISE, TO THE POINT A 1 A 0 1WITH SALES ? 2©
  10. 10. n sThe BAD t i o l u -So IT CA 1 A 01 2©
  11. 11. n s Our Sales team t i o l u o Expanding T -S External / Internal A INo ‘sprint’ backlog A C No practical scrum experience 1 1 0 No recipe available 2©
  12. 12. SALES SCRUM KICK-OFF n s t i o l u2008 - 2009 -So IStarted as Try-out T C AFull Buy-in From Team 1 A 0 1“Taking turns in initiating” 2©“Around noon”
  13. 13. n sCHALLENGES AHEAD t i o l u -So IT CA 1 A 01 2©
  14. 14. LESSONS LEARNED n s t i o l u oTechnical challenges (headset, car-kit, provider network, ...) -S TInitiator Starts Sharing ISpeech Token is Passed on Explicitly A CNot speaking? Mute your device! A 1Leave out the irrelevant stuff, really. 1 0Measure, Discuss and Evolve as a Team 2 ©
  15. 15. n s t i o l u -So IT CA 1 A 0 1 2 ©VISUAL CONTROLSLEAN & KANBAN PRACTICE
  16. 16. n s t i o l u -So IT CA 1 A 0 1 2 ©VISUAL CONTROLSLEAN & KANBAN PRACTICE
  17. 17. n s t i o l u -So IT CA 1 A 0 1 2 ©VISUAL CONTROLSLEAN & KANBAN PRACTICE
  18. 18. n sThe UGLY t i o l u -So IT CA 1 A 01 2©
  19. 19. KILLING OLD HABITS n s t i o l u oResist the Urge to Copy Bad Habits -S I TDo the right thing... more explicit C A 1 ASuggest, ask, don’t instruct 0 1 2Individual improvements are discussed individually©
  20. 20. n sIN CONCLUSION t i o l u -So IT CA 1 A 01 2©
  21. 21. SALES SCRUM TODAY n s t i o l u oJoint Ownership over scrum quality -S TEveryone on par in under 10 minutes IJoint Sense of Responsibility A CNo more boring weekly sales meetings A 1Automatic demand leveling of capacity within team 1 2 0True Sales Team, no Lone RangersNot only beneficial for Sales©
  22. 22. n s t i o l u o WE A SCRUM I T -S A C 1 1 2 0©SCRUM HAS BECOME A CRUCIAL PART OF OUR SALES ORGANIZATION NO ROCKET SCIENCE, BUT DAMN DIFFICULT AT FIRST!
  23. 23. n s t i o l uNEXT STOP : -So I T A SALES KANBAN C 1 A 0 1 2©
  24. 24. n s t i o l u -So I T C A 1 A 0 1 2 ©SALES KANBANTRACKING OPPORTUNITIES USING VISUAL CONTROLS
  25. 25. n s t i o l u -So I T C A 1 A 0 1 2 ©SALES KANBANTRACKING OPPORTUNITIES USING VISUAL CONTROLS
  26. 26. n s t i o l u -So IT CA 1 A 01 2©

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