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

1. n s
Scrum in Sales t i o
l u
Mixing the good
-So
IT
with the bad
CA
1 A
1
and some ugly
0
2
©

2. n s
t i o
l u
-So
I T
C A
1 A
0 1
@SERGECRAEGHS
2
I.D.
SINCE
©
SOFTWARE ENGINEER >>> SOLUTION SALES
1975 LOCATION
LIMBURG

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. 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. n s
The GOOD
t i o
l u
-So
IT
CA
1 A
01
2
©

6. SCRUM ?
n s
t i o
l u
Short daily stand-up meeting with team
-So
Everyone shares in turn
I T
A
Stuff done yesterday
C
A
Stuff planned today
1
0 1
Sh*t hitting the fan
2
©

7. n s
t i o
l u
-So
IT
C A
1 A
0 1
2
SCRUM ©
DAILY ROUTINE TO INFORM THE TEAM

8. n s
t i o
l u
-So
I T
C A
1 A
0 1
2
©
MORE ADVANCED SCRUM
USING SPRINT BACKLOG TO STRUCTURE INFORMATION SHARING EVEN BETTER

9. n s
t i o
l u
SCRUM -So
IT
SHORT, STRUCTURED,
C
CONCISE, TO THE POINT A
1 A
0 1
WITH SALES ?
2
©

10. n s
The BAD
t i o
l u
-So
IT
CA
1 A
01
2
©

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. SALES SCRUM KICK-OFF n s
t i o
l u
2008 - 2009
-So
I
Started as Try-out
T
C A
Full Buy-in From Team
1 A
0 1
“Taking turns in initiating”
2
©
“Around noon”

13. n s
CHALLENGES AHEAD
t i o
l u
-So
IT
CA
1 A
01
2
©

14. LESSONS LEARNED n s
t i o
l u
o
Technical challenges (headset, car-kit, provider network, ...)
-S
T
Initiator Starts Sharing
I
Speech Token is Passed on Explicitly
A
C
Not speaking? Mute your device!
A
1
Leave out the irrelevant stuff, really.
1
0
Measure, Discuss and Evolve as a Team
2
©

15. n s
t i o
l u
-So
IT
CA
1 A
0 1
2
©
VISUAL CONTROLS
LEAN & KANBAN PRACTICE

16. n s
t i o
l u
-So
IT
CA
1 A
0 1
2
©
VISUAL CONTROLS
LEAN & KANBAN PRACTICE

17. n s
t i o
l u
-So
IT
CA
1 A
0 1
2
©
VISUAL CONTROLS
LEAN & KANBAN PRACTICE

18. n s
The UGLY
t i o
l u
-So
IT
CA
1 A
01
2
©

19. KILLING OLD HABITS n s
t i o
l u
o
Resist the Urge to Copy Bad Habits
-S
I T
Do the right thing... more explicit
C A
1 A
Suggest, ask, don’t instruct
0 1
2
Individual improvements are discussed individually
©

20. n s
IN CONCLUSION
t i o
l u
-So
IT
CA
1 A
01
2
©

21. SALES SCRUM TODAY n s
t i o
l u
o
Joint Ownership over scrum quality
-S
T
Everyone on par in under 10 minutes
I
Joint Sense of Responsibility
A
C
No more boring weekly sales meetings
A
1
Automatic demand leveling of capacity within team
1
2 0
True Sales Team, no Lone Rangers
Not only beneficial for Sales
©

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. n s
t i o
l u
NEXT STOP : -So
I T
A
SALES KANBAN
C
1 A
0 1
2
©

24. n s
t i o
l u
-So
I T
C A
1 A
0 1
2
©
SALES KANBAN
TRACKING OPPORTUNITIES USING VISUAL CONTROLS

25. n s
t i o
l u
-So
I T
C A
1 A
0 1
2
©
SALES KANBAN
TRACKING OPPORTUNITIES USING VISUAL CONTROLS

26. n s
t i o
l u
-So
IT
CA
1 A
01
2
©