agile sales: stanimiroff's guide to building & scaling sales teams 1.0

Agile Sales Stanimiroff’s Guide To Building & Scaling Sales Teams

@Stanimiroff

The Startup Pyramid

Source: Sean Ellis

One Destination… Many Different Ways To Get There

Image Source: http://www.richardalois.com/wp-content/uploads/2008/11/revolutions-clapham-junction.jpg

Image Source: http://www.richardalois.com/wp-content/uploads/2008/11/revolutions-clapham-junction.jpg

5 Ways To Scale

1)Paid Acquisition 2)Virality3)SEO (Content/Social)4)Sales5)Partnerships/Business Development

Image Source: http://www.richardalois.com/wp-content/uploads/2008/11/revolutions-clapham-junction.jpg

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

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 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

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

Running Lean

The Evolution Of Scrum

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

Dimitar Stanimiroffdimitar@stackoverflow.com

@StanimiroffBlog:

https://medium.com/@stanimiroff