Agile Sales: Stanimiroff's Guide to Building & Scaling Sales Teams 1.0
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My slides from a talk I gave at Startup Wise Guys in Tallinn on April 10 2015. The presentation is on applying
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Agile Sales: Stanimiroff's Guide to Building & Scaling Sales Teams 1.0
- 1. Agile Sales Stanimiroff’s Guide To Building & Scaling Sales Teams
- 2. @Stanimiroff
- 3. The Startup Pyramid Source: Sean Ellis
- 4. One Destination… Many Different Ways To Get There Image Source: http://www.richardalois.com/wp-content/uploads/2008/11/revolutions-clapham-junction.jpg
- 5. Image Source: http://www.richardalois.com/wp-content/uploads/2008/11/revolutions-clapham-junction.jpg 5 Ways To Scale 1)Paid Acquisition 2)Virality 3)SEO (Content/Social) 4)Sales 5)Partnerships/Business Development
- 6. Image Source: http://www.richardalois.com/wp-content/uploads/2008/11/revolutions-clapham-junction.jpg 5 Ways To Scale 1)Paid Acquisition 2)Virality 3)SEO (Content/Social) 4)Sales 5)Partnerships/Business Development Source: Zack Onisko
- 7. Sept 2011 – EMEA Office opens [1 sales person] March 2015 – 32 sales people; 2 sales managers; 1 sales support The Story… So Far
- 9. Talking Of Growth… Above: Monthly Revenue Growth (EMEA only)
- 10. Building Sales Orgs in 3 Phases Proving Product Value Understanding your Pitch Scaling the organisation Source: Jeff Szczepanski
- 11. Phase 1: Proving Product Value
- 12. Phase 2: Understanding Your Pitch
- 13. Phase 3: Scaling
- 14. Q: How do you successfully build a large sales force?
- 15. Q: How do you successfully build a large sales force? A: Think like a programmer!
- 17. 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".
- 19. Image Source: http://www.renotechs.com/tag/marketing/ The Problem With Sales Management
- 21. ScrumBenefits
- 22. Putting It All Together: How It Works
- 23. 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
- 24. Image Source: http://www.f1fanatic.co.uk/wp-content/uploads/2010/07/hami_mcla_hung_20102.jpg Running Lean
- 25. The Evolution Of Scrum
Editor's Notes
- No need to hire sales people. In Phase 1, the founder is selling! Goal is to prove product value (i.e. is there anyone willing to give me money in exchange for what I am building) NB – product does not have to be perfect. In fact a lot of people will be buying into the founder’s vision more than the products itself Use that to refine the product and perfect your pitch
- Goal: make sure you understand what you are selling and you can teach others to sell it too NB: Don’t hire just one sales person. Hire at least 2 so you can A/B test – if one is doing well, but the other is underperforming, then you most likely have made a bad hire; if both of them are not doing well, then the problem most likely is you – i.e. you have not been able to teach them the pitch. Don’t move into phase 3 until all reps are doing well, making good money on their own
- - Goal: To make phase 2 a scalable and repeatable process
- Read more here: http://www.developingsales.com/blog/2014/03/agile-sales-scrum-for-sales-management.html
- Watch Glengarry Glen Ross - https://www.youtube.com/watch?v=8kZg_ALxEz0
- - 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 - Scrum encourages team work, sharing of ideas and best practices 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
- For more info: Tracking Goal: http://www.developingsales.com/blog/2014/03/tracking-progress-in-agile-sales-the-burn-down-chart.html Managing Deal Flow: http://www.developingsales.com/blog/2014/04/managing-deal-flow-in-agile-sales-the-scrum-board.html Putting it all together: http://www.developingsales.com/blog/2014/04/putting-it-all-together-sprints-standups-and-retrospectives-.html
- - Formula 1 Racing Team Analogy -> Scrum Team = the car; Scrum Muster (Team Lead) = the driver; Product Owner (Sales Manager) = pit crew/engineering team
- - The history of Scrum in Sales @Stack Overflow Careers
- Scrum first introduced in Phase 2 in London (only 3 people at the time) Vary basic tools Goal – to have the team embrace the approach Tools improved over time
- A year later, the whole team (all 3 offices adopt scrum) Standardised tools built for the purpose – i.e. burndown charts automatically sync in with CRM, providing direct visibility on how the team is doing; scrum board no longer comprised of post-it notes, instead an online tool that also syncs in with CRM (i.e. opportunity created in CRM = opportunity on Scrum Board and vice versa)
- For more info follow @Stanimiroff & Read www.developingsales.com