This document discusses applying agile development principles like Scrum to sales management. It outlines Scrum concepts like sprints, standups, and retrospectives. It also defines Scrum roles like the Scrum Master and Product Owner and how they work with the Scrum Team. Tools for tracking progress are also presented, like the burndown chart and Scrum board. The goal is to help sales teams work iteratively and flexibly to achieve their goals.
3. Agenda
1. What it is & why it matters (i.e. benefits)
2. Scrum Tools
- The Burndown Chart
- Scrum Board
3. Team Roles + Responsibilities
4. Putting it all together (Sprints, Standups &
Retrospectives)
5. Implementation
4. 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".
17. Image Source: http://www.empireonline.com/features/future-of-x-men-franchise/
Scrum Master
• Responsible for making
sure a Scrum team lives by
the values and practices of
Scrum
• Often considers a coach
for the team, ensuring that
that they do the best work
possible
• The process owner
creating balance with the
project’s key stakeholder
- Scrum solves that problem. It also 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
Mount Everest 8,848 m ->632m a day
Daily distance covered will vary, so the best thing to do will be to focus on how much further to climb and how many days left before we have to turn back
Tracking progress against goal is what we refer to as the “burn down”
- Measuring speed and distance to goal rather than the absolute value of sales closed.
Core to Scrum’s popularity
You get direct visibility into how well you’ve been doing and how the performance thus far compares to what needs to be done going forward to reach goal
Makes it very easy and quick to see how the team is tracking against goal
- Means to visualize salespeople’s workflows, their pipelines and how those pipelines develop over time
- Weekly scrum manifest itself in 2 quick meeting held once every 5 days (Standup & Retrospective)
- The team in sin the scrum every day.
- The two meetings are like the tip of the iceberg – just 10% of its entire body