WebCamp 2016: BizDev. Кейт Голдберг: Agile business development: как применять гибкие методологии в продажах.
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The document discusses the implementation of Agile methodology in sales to adapt to an increasingly informed buyer landscape. It outlines the structure of an Agile sales team, key roles, processes, and tools, and emphasizes the importance of training and regular check-ins. Additionally, it highlights various strategies like A/B testing and soft launches as effective ways to enhance sales performance.
WebCamp 2016: BizDev. Кейт Голдберг: Agile business development: как применять гибкие методологии в продажах.
- 1. S
- 2. Preamble “Progress is impossible without change, and those who can not change their minds can not change everything” George Bernard Shaw
- 3. Think like programmer! If you are in IT sales
- 4. Contents 1. Why to use Agile in sales? 2. Agile sales team (roles and tips) 3. Agile sales process with terminology 4. Agile sales tools 5. Implementation: Action plan
- 5. AGILE SALES essentials DEAL SALES backlog
- 6. Why to use? B u y e r i s m o r e informed than ever. All your leads can go Google, read and share their thoughts. Sales people are not generalists anymore. E-mail marketing and telemarketing is not working, there is a need to b u i l d S M M , inbound/outbound marketing which requires backlog Everyone wants to h a v e t h e b e s t technology and is common with the latest news in IT development. So using Agile is the first step to make it.
- 7. Classical sales flow chart DEAL Quick Wins Where are we? Understand
- 8. Route map
- 9. Agile sales team Quantity – 5-7 people Target: by Country, by type of sales, by lead nature etc Roles: Scrum master (Sales Team Lead) Sales team (Lead gen, marketing, business analyst) Account manager
- 10. Terminology Mapping Release – final number of closed deals we deliver to the business (quarter, annual) Sprint – month, quarter Scrum Master – Sales Manager Backlog – What we need to close this quarter? What we need to develop (sale, convert) this quarter Story – High level goals to close this deal Task – List of activities to achieve the story Retrospective – What issues or blockage we have to meet the target
- 13. Retrospective Type Inbound leads Outbound leads Deals Lost ODC 45 32 2 5 T&M 18 22 1 10 Project 115 265 4 30 Design 32 12 1 17 US month retrospective
- 14. SCRUM meeting - Implement two 30-minutes mandatory SCRUM meetings per week. - Designate one person as the facilitator. The facilitator’s job is to keep the meeting on topic and pace, log all tasks, and keep the team accountable regarding priorities.
- 15. SCRUM meeting Update 1: Provide a status update/report on “Top 5 Opportunities” Update 2: Update everyone “SCRUM-worthy” prospects Update 3: Plans for today and tomorrow Update 4: Report on stumbling blocks Update 5: Ask what others on the team can do to help move sales forward, we’re all in this together!
- 16. How to start? Step 1: Training: It is important for the teams to be trained on Agile/Scrum so that they understand the methodology and the goals.
- 17. Step 2: Stand up: Stand ups allow teams to adapt and react quickly to how the process is working for customers and external teams.
- 18. Step 3: Sprints and Retrospectives: For sales, the sprint cycle may be much longer than recommended for a typical development team, but it’s important for sales managers to follow the sprint structure.
- 19. Step 4: Re-interpreting Product Backlog: Our team implemented an EPIC board (Customers) and Tasks were set up as “backlog items” with a “pending”, “in-progress”, or “completed” status.
- 20. Action plan Step 1: Define everyone’s roles Step 2: Specifically document your business’ key markets. Step 3: Set a date and time for your SCRUM meetings. Keep in mind when your team may be the most productive, and DON’T pick that time Step 4: Outline your CRM policies.
- 21. Step 5: Define your specific sales process. Outline each step in your sales process and build a flow chart. Step 6: Document your sales process. Step 7: Set weekly goals. Every sales team needs to have formal sales goals which are reviewed weekly. Step 8: Define each sales representative’s top 5 opportunities
- 23. Agile sales: advantages S 1. Daily check-ins Quickly jot down the team’s performance since the last check- in and outline your plans to move forward. This gives you something to look back at when you meet again tomorrow. Action: Set aside 5 minutes with the team before everyone breaks for morning calls to discuss yesterday’s progress, identify key metrics to focus on and make incremental adjustments to your strategy. Set goals for individuals that you expect them to meet before your next check-in.
- 24. Agile sales: advantages S 2. Use A/B testing A/B testing is a simple concept. This marketing tactic tests and compares one benchmark against an alternative. For a sales team this can be a cold call intro, demo script, or really anything you can think to test. Action: Dedicate a couple members to deliver the same script, every time. Specify what you want to test, like a script. Test the delivery consistently over a call total. Record and measure how prospects move through the pipeline
- 25. Agile sales: advantages S 3. Soft Launch to a New Market Simply understand the territory, estimate what may be their most challenging business problems, and then A/B test your messaging on a small sample. Yes, A/B testing can be applied to markets as well. Action: Hit the whiteboards with the team assigned to a particular region. Create a persona of who your target customer is, what he or she wants, needs, and most importantly, what keeps that person up at night.