Agile Sales – Scrum For Sales Management

Applying Agile Development to Sales Management

Dimitar StanimiroffManaging Director Stack Overflow Careers EMEA

Agenda

1. What it is & why it matters (i.e. benefits)2. Scrum Tools - The Burndown Chart - Scrum Board3. Team Roles + Responsibilities4. Putting it all together (Sprints, Standups &

Retrospectives)5. Implementation

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".

THE

Problem

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Scrum Benefits

Tracking Progress In Agile Sales

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Tracking Progress In Agile Sales

Are we there yet?

0 5 10 15 20 250

20000

40000

60000

80000

100000

120000

ModelActual

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Team Roles

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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

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Product Owner• The project’s key

stakeholder• Has a vision of what s/he

wishes to build and convey that vision to the team

• Someone with a solid understanding of the user, marketplace competition and future trends

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Scrum Team Everyone one the project works together to complete the work they have collectively committed to complete within a sprint.

Scrum Board

THE

Putting It All Together: Sprints, Standups & Retrospectives

S1 Start

S2 Start

S3 Start

S4 Start

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We are all in the scrum …

… each and every day.

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Dimitar [email protected]

@Stanimiroffwww.developingsales.com

mailto:[email protected]

Agile Sales – Scrum For Sales Management

Sales

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