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Business Architecture Series
Agile Sales and Business
Development
Build effective sales team learning
from agile developme...
Current challenges
● Sales update status happens weekly or
biweekly
● Resources are working on low value deals
and non-dea...
Agile Sales
● Applicable for smallest sales unit in the
organization
● Small team members (max 10)
● Team still has freedo...
Scrum Agile model in Application
Development
Scrum Agile model in Sales and
Business
Quarter Deals
Backlog
Monthly Deals
Backlog
Daily Meeting
Achieving Annual
Target
Terminology mapping
● Backlog
● What deals we need to close in this quarter?
● What deals we need to develop in the coming...
Terminology Mapping
● Release
● Final number we deliver to the business (annual number)
● Sprint
● Month, Quarter or Half ...
How to benefit from Agile
Methodology in Sales and Business
● Always have list of goals and tasks to achieve the goal
● We...
Some Rules
● All team must attend the Daily Meeting –
current technology allows everyone to join
meeting from any location...
Simple
Roles
- SCRUM MASTER
(Sales Manager)
- SCRUM TEAM
(Sales, Tech Sales, Sales
Ops, Marketing)
picture by exfordy
Scrum
Master
(Sales
Manager
)
Servant leader
Team protector
Troubleshooter
Scrum guide
picture by Orange Beard
Scrum
Master
(Sales
Manager)Remove impediments
Prevent interruptions
Facilitate the team
Support the process
Manage manage...
The Team
(Sales
Team)
Small (5–9 people)
Colocated - Cross-functional
Self-organized - Full-timepicture by ewen and donabel
The Team
Define tasks
Estimate effort
Progress Deals
Ensure quality
Evolve processes
Team Commitment!
TEAM DEFINE THEIR OWN RULES OF WORK
TEAM HAS THE FULL CONTROL OF WHAT THEY DO
TRANSPARENT
TEAM MUST C...
The
Challenge!
Looks Simple, But It Is Hard
No Silver Bullet
Need Process
Takes Time
picture by a2gemma
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Agile sales and business development

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My idea of managing a sales team with agile methodology that will bring focus, discipline and empowerment to the team.

Published in: Business
  • Hello Winton. I love your approach. I found the same possibility in research for Splunk. Am currently working on my Dissertation and want to include this and reference you for it. Hope that is okay with you? Thanks either way for sharing this, its a great approach and gave me some ideas.
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  • Nice, this is a good idea. How do you monitor burning down workloads?
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Agile sales and business development

  1. 1. Business Architecture Series Agile Sales and Business Development Build effective sales team learning from agile development methodology wintonjkt@gmail.com
  2. 2. Current challenges ● Sales update status happens weekly or biweekly ● Resources are working on low value deals and non-deal closing activities ● Too many directions to the team causes disorientation and lost focus ● Late acknowledgement of a failure in achieving the quota
  3. 3. Agile Sales ● Applicable for smallest sales unit in the organization ● Small team members (max 10) ● Team still has freedom to determine the tasks needed to achieve the result ● Transparency acknowledges people's effort, not only the number achieved
  4. 4. Scrum Agile model in Application Development
  5. 5. Scrum Agile model in Sales and Business Quarter Deals Backlog Monthly Deals Backlog Daily Meeting Achieving Annual Target
  6. 6. Terminology mapping ● Backlog ● What deals we need to close in this quarter? ● What deals we need to develop in the coming quarters ● Story ● High level goals to close the deal ● Task ● List of activities to achieve the story ● Impediment ● What issues or any blockage to meet the target
  7. 7. Terminology Mapping ● Release ● Final number we deliver to the business (annual number) ● Sprint ● Month, Quarter or Half Year ● Scrum Master ● Sales Manager ● Team ● Sales, Tech Sales, Sales Operations, Marketing
  8. 8. How to benefit from Agile Methodology in Sales and Business ● Always have list of goals and tasks to achieve the goal ● We can track down to the most detail level ● Daily Meeting – 30 minutes daily call with the team to update status and task distribution and prioritization and another 30 minutes sales manager meeting for inter division interlock ● Create urgency with the team, instead of weekly call, short 30 mins call with the team will help the team to prioritize the target of the day ● Helps the team to focus on top 5 highest priority tasks ● Time keeping must be sharp to allow the team to focus on execution ● Sales manager – responsible to clear all impediments, find out internal bottlenecks, direct the team to achieve the goal ● Ensure the management does their job
  9. 9. Some Rules ● All team must attend the Daily Meeting – current technology allows everyone to join meeting from any location ● Allow change to take place at anytime – because we are running business and not developing software ● Allow the team to speak out on the tasks needed to close the deal ● Sales manager helps prioritizing and direct the team's focus
  10. 10. Simple Roles - SCRUM MASTER (Sales Manager) - SCRUM TEAM (Sales, Tech Sales, Sales Ops, Marketing) picture by exfordy
  11. 11. Scrum Master (Sales Manager ) Servant leader Team protector Troubleshooter Scrum guide picture by Orange Beard
  12. 12. Scrum Master (Sales Manager)Remove impediments Prevent interruptions Facilitate the team Support the process Manage management
  13. 13. The Team (Sales Team) Small (5–9 people) Colocated - Cross-functional Self-organized - Full-timepicture by ewen and donabel
  14. 14. The Team Define tasks Estimate effort Progress Deals Ensure quality Evolve processes
  15. 15. Team Commitment! TEAM DEFINE THEIR OWN RULES OF WORK TEAM HAS THE FULL CONTROL OF WHAT THEY DO TRANSPARENT TEAM MUST COMMIT TO DELIVER MAKE CONTINOUS IMPROVEMENT
  16. 16. The Challenge! Looks Simple, But It Is Hard No Silver Bullet Need Process Takes Time picture by a2gemma

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