ACA IT-Solutions - Scrum in sales

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

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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

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MORE ADVANCED SCRUMUSING SPRINT BACKLOG TO STRUCTURE INFORMATION SHARING EVEN BETTER

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SCRUMSHORT, STRUCTURED, CONCISE, TO THE POINT

WITH SALES ?

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The BAD

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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!

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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