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![The Story So Far
0 5 10 15 20 25 30 35 40
Sept 2011 – EMEA Office opens [1 sales person]
Sept 2014 – 25 sales people; 2 sales managers; 1 sales support](https://image.slidesharecdn.com/howtoscaleasalesteam-141007073328-conversion-gate02/75/How-To-Scale-a-Sales-Team-Using-Scrum-3-2048.jpg)
Uploaded byDimitar Stanimiroff
How To Scale a Sales Team Using Scrum
The document outlines a sales strategy for building a sales team, detailing a three-phase approach: proving product value, understanding the pitch, and scaling the organization. It introduces the Scrum framework adapted for sales management, emphasizing teamwork, structured sprints, and continuous evaluation. The author, Dimitar Stanimiroff, shares insights from his experience at Stack Overflow Careers and his blog.
How To Scale a Sales Team Using Scrum
- 1. How To GetYour First 1,000 Paying Customers How To Scale A Sales Team
- 2. Dimitar Stanimiroff ManagingDirector Stack Overflow Careers EMEA
- 3. The Story SoFar 0 5 10 15 20 25 30 35 40 Sept 2011 – EMEA Office opens [1 sales person] Sept 2014 – 25 sales people; 2 sales managers; 1 sales support
- 4. Building Sales Orgsin 3 Phases Proving Product Value Understanding your Pitch Scaling the organisation
- 5. Phase 1: ProvingProduct Value 0 5 10 15 20 25 30 35 40
- 6. Phase 2: UnderstandingYour Pitch 0 5 10 15 20 25 30 35 40
- 7. Phase 3: Scaling 0 5 10 15 20 25 30 35 40
- 8. Q: How doyou successfully build a large sales force? A: Think like a programmer!
- 10. What Is Scrum? Scrum originates as an iterative and incremental agile software development framework for managing software projects. Its focus is on "a flexible, holistic product development strategy where a development team works as a unit to reach a common goal".
- 11. TH EProblem ImageSource: http://www.empireonline.com/features/how-to-win-at-poker/
- 12. Image Source: http://www.renotechs.com/tag/marketing/ The Problem With Sales Management
- 13.
- 14. Putting It AllTogether: How It Works
- 15. Scrum In Sales:How It Works • Teams of 5/6 people. • Team Structure: Scrum Master (Sales Team Lead); Team Members (Sales people) & Product Owner (Sales Manager) • Months are broken down into 4 sprints • Standups at the beginning of each sprint and sprint reviews at the end • Monthly Retrospective
- 16.
- 17. The Evolution OfScrum
- 20.
- 21. Dimitar Stanimiroff dimitar@stackoverflow.com @Stanimiroff Blog: www.developingsales.com
Editor's Notes
- #12 Read more here: http://www.developingsales.com/blog/2014/03/agile-sales-scrum-for-sales-management.html
- #13 Watch Glengarry Glen Ross - https://www.youtube.com/watch?v=8kZg_ALxEz0
- #14 - Scrum solves that problem. It provides a framework that facilitates the creation of a self-organised, self-managed team, which in turn makes team members more engaged & increases job satisfaction Allows sales managers to get better understanding of their team’s pipeline; what team members are doing right or wrong and the impact their activities have on their bottom line In other words allow managers to mange performance rather than results