aca it-solutions - scrum in sales
DESCRIPTION
A presentation I did for Agile Tour Luxembourg in 2011 on how we apply scrum and lean practices in our sales team.TRANSCRIPT
Scrum in SalesMixing the good with the bad
and some ugly
© 2011 ACA IT-Solutions
I.D.
SINCE LOCATION1975 LIMBURG
@SERGECRAEGHSSOFTWARE ENGINEER >>> SOLUTION SALES© 2011 ACA IT
-Solutions
WE ♥ JAVA
MADE TO MEASURE PROJECTSALFRESCO, LIFERAY, ATLASSIAN, NEW RELIC, IAM
© 2011 ACA IT-Solutions
WE ♥ AGILE
OVER 9 YEARS OF SOFTWARE DEVELOPMENT PROJECTS BASED ON AGILE METHODOLOGIES
© 2011 ACA IT-Solutions
The GOOD
© 2011 ACA IT-Solutions
SCRUM ?
Short daily stand-up meeting with team
Everyone shares in turn
Stuff done yesterday
Stuff planned today
Sh*t hitting the fan
© 2011 ACA IT-Solutions
SCRUMDAILY ROUTINE TO INFORM THE TEAM
© 2011 ACA IT-Solutions
MORE ADVANCED SCRUMUSING SPRINT BACKLOG TO STRUCTURE INFORMATION SHARING EVEN BETTER
© 2011 ACA IT-Solutions
SCRUMSHORT, STRUCTURED, CONCISE, TO THE POINT
WITH SALES ?
© 2011 ACA IT-Solutions
The BAD
© 2011 ACA IT-Solutions
Our Sales team
Expanding
External / Internal
No ‘sprint’ backlog
No practical scrum experience
No recipe available
© 2011 ACA IT-Solutions
SALES SCRUM KICK-OFF2008 - 2009
Started as Try-out
Full Buy-in From Team
“Taking turns in initiating”
“Around noon”© 2011 ACA IT-Solutions
CHALLENGES AHEAD
© 2011 ACA IT-Solutions
LESSONS LEARNEDTechnical challenges (headset, car-kit, provider network, ...)
Initiator Starts SharingSpeech Token is Passed on ExplicitlyNot speaking? Mute your device!Leave out the irrelevant stuff, really.Measure, Discuss and Evolve as a Team
© 2011 ACA IT-Solutions
VISUAL CONTROLSLEAN & KANBAN PRACTICE
© 2011 ACA IT-Solutions
VISUAL CONTROLSLEAN & KANBAN PRACTICE
© 2011 ACA IT-Solutions
VISUAL CONTROLSLEAN & KANBAN PRACTICE
© 2011 ACA IT-Solutions
The UGLY
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KILLING OLD HABITSResist the Urge to Copy Bad Habits
Do the right thing... more explicit
Suggest, ask, don’t instruct
Individual improvements are discussed individually
© 2011 ACA IT-Solutions
IN CONCLUSION
© 2011 ACA IT-Solutions
SALES SCRUM TODAYJoint Ownership over scrum qualityEveryone on par in under 10 minutesJoint Sense of Responsibility No more boring weekly sales meetingsAutomatic demand leveling of capacity within teamTrue Sales Team, no Lone RangersNot only beneficial for Sales
© 2011 ACA IT-Solutions
WE ♥ SCRUM
SCRUM HAS BECOME A CRUCIAL PART OF OUR SALES ORGANIZATIONNO ROCKET SCIENCE, BUT DAMN DIFFICULT AT FIRST!
© 2011 ACA IT-Solutions
NEXT STOP : SALES KANBAN
© 2011 ACA IT-Solutions
SALES KANBANTRACKING OPPORTUNITIES USING VISUAL CONTROLS
© 2011 ACA IT-Solutions
SALES KANBANTRACKING OPPORTUNITIES USING VISUAL CONTROLS
© 2011 ACA IT-Solutions
© 2011 ACA IT-Solutions