How To Scale a Sales Team Using Scrum

•Download as PPTX, PDF•

0 likes•1,738 views

Growth hacking sales management - slides from a presentation I did at Innovation Nest, Krakow, October 2014. The presentation was on how to leverage Scrum in order to successfully build and scale a large sales force.

Sales

Dimitar Stanimiroff
Managing Director Stack
Overflow Careers EMEA

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

Building Sales Orgs in 3 Phases
Proving Product Value
Understanding your Pitch
Scaling the organisation

Phase 1: Proving Product Value
0 5 10 15 20 25 30 35 40

Phase 2: Understanding Your Pitch
0 5 10 15 20 25 30 35 40

Phase 3: Scaling
0 5 10 15 20 25 30 35 40

Q: How do you successfully build a
large sales force?
A: Think like a programmer!

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".

TH
EProblem
Image Source: http://www.empireonline.com/features/how-to-win-at-poker/

Image Source: http://www.renotechs.com/tag/marketing/
The Problem With Sales Management

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

Image Source: http://www.f1fanatic.co.uk/wp-content/uploads/2010/07/hami_mcla_hung_20102.jpg
Running Lean

Image Source: http://welovecovers.blogspot.co.uk/2013_03_01_archive.html

Dimitar Stanimiroff
dimitar@stackoverflow.com
@Stanimiroff
Blog:
www.developingsales.com

What's hot

Demo-driven revenue acceleration- 3 ways to use product to engage and scale w...

VC pitch

TNA

Mag Intro 1 14 12

Sales Development Category

Eric Quanstrom

Many organizations compromise on the quality of product in pursuit of quick time to market and in greed of cramming more features in. The end result is the exact opposite of a “shippable product increment” at the end of each Sprint. Tactics like employing several hardening sprints towards the end of release cycle to prepare the product for release are far too common. In a way, this anti-pattern bemoans a waterfall approach and is in total contrast to the Agile Manifesto and the Principals behind the Agile Manifesto. In this talk, we will discuss the set of tools that an agile team can employ to continue delivering a potentially shippable product increment at the end of every Sprint.

Toolset For Creating a Potentially Shippable Product Increment - A session at...

Nafees Butt

We’re all familiar with Product Managers, but you may have also heard of other “Product Management” roles - program manager, project manager, or even product marketer. Just what do all of these other roles do? Susan Song, Product Manager at Walmart shared her insights on the responsibilities for each of these roles, having worked with all of them in her career as a Product Manager. She also discussed why if you’re not starting out as a Product Manager, it’s okay - you can still leverage your “Product Management” skills into your next product job.

What Are the Product Management Success Skills by Walmart Product Manager

Product School

It all starts with a product roadmap! Your roadmap should tell the story of how you’re going to get to your ultimate vision. Getting priority, alignment, and balancing short term product iterations with long term strategic disruption is all part of the fun. Hudson talked about the road mapping process, how you can balance short term and long term product/business goals, and how various initiatives on a road map get prioritized.

How to Build a Product Roadmap by Walmart Senior Product Manager

Product School

How to Transition Into Your New PM Role by WeWork Platform PM

Product School

How to Become a Product Manager by NVIDIA Senior Product Manager

Product School

How B2B Brands are Applying Agile Marketing (and how you can too)

Andrea Fryrear

How to Find and Succeed at Your Job by Cornerstone OnDemand PM

Product School

How to Leverage Your Skill Set for Product by Google Product Manager

Product School

Agile Marketing Methodologies: Scrum and Kanban

Marsden Marketing

Former Director of Product Management at Shutterly, Mike Goos, talked about how you can define your role on the product team and perform a personal gap analysis. He also discussed how you can take ownership while not stepping on toes by scoring yourself on the 4 pillars of product management: marketing, business, technical and communication style. He gave recommendations for helpful tools and supplemental training.

Product Management Success Guide with Shutterfly’s former Director of PM

Product School

How to Build Great Products by Eventbrite Senior Product Manager

Product School

HubSpot PM & FE Engineer on How PMs Work With Engineering Teams

Product School

Product management is for anyone who wants to be a visible leader, making a difference in their marketplace by developing great products. For those with a background in technology and product development, we can excel in product management roles if we can develop a passion to meet customer needs and are able to motivate and lead our organization. When these skills are well developed, we are then positioned to lead cross functional teams to market success. Immense personal satisfaction can be found by using our passion for customer value and an engineering discipline for planning and execution.

The Benefits of a Tech Background in Product by Dish Network PM

Product School

E-commerce is not just for retailers anymore. While business-to-consumer, B2C, e-commerce gets most of the attention, growing at 10%+ per year, business-to-business, B2B, e-commerce isn’t far behind at 7%+ growth per year. Across both, Product Managers play a critical role in defining the next generation of e-commerce experiences for consumers and businesses to increase sales/conversion, build loyal customers, and support brand positioning.

How Do E-commerce Products Succeed by Atlassian Head of Product

Product School

Office Place

Pragmatic Marketing

What's hot (20)