agile sales: stanimiroff's guide to building & scaling sales teams 1.0
TRANSCRIPT
Agile Sales Stanimiroff’s Guide To Building & Scaling Sales Teams
@Stanimiroff
One Destination… Many Different Ways To Get There
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5 Ways To Scale
1)Paid Acquisition 2)Virality3)SEO (Content/Social)4)Sales5)Partnerships/Business Development
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5 Ways To Scale
1)Paid Acquisition 2)Virality3)SEO (Content/Social)4)Sales5)Partnerships/Business Development
Source: Zack Onisko
Sept 2011 – EMEA Office opens [1 sales person]
March 2015 – 32 sales people; 2 sales managers; 1 sales support
The Story… So Far
Talking Of Growth…
Above: Monthly Revenue Growth (EMEA only)
Building Sales Orgs in 3 Phases
Proving Product Value
Understanding your Pitch
Scaling the organisation
Source: Jeff Szczepanski
Phase 1: Proving Product Value
Phase 2: Understanding Your Pitch
Phase 3: Scaling
Q: How do you successfully build a large sales force?
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".
THE
Problem
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The Problem With Sales Management
Scrum Benefits
Putting It All Together: How It Works
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
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Running Lean
The Evolution Of Scrum
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