Scrum in Sales - Mixing the good with the bad and some ugly

A presentation for Agile Tour Lucembourg on how we use Scrum, Kanban and other lean practices in our sales team

Transcript

1. Scrum in Sales Mixing the good with the bad and some ugly © 2011 ACA IT-Solutions
2. I.D. SINCE LOCATION 1975 LIMBURG @SERGECRAEGHS SOFTWARE ENGINEER >>> SOLUTION SALES © 2011 ACA IT-Solutions
3. WE — JAVA MADE TO MEASURE PROJECTS ALFRESCO, LIFERAY, ATLASSIAN, NEW RELIC, IAM © 2011 ACA IT-Solutions
4. WE — AGILE OVER 9 YEARS OF SOFTWARE DEVELOPMENT PROJECTS BASED ON AGILE METHODOLOGIES © 2011 ACA IT-Solutions
5. The GOOD © 2011 ACA IT-Solutions
6. 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
7. SCRUM DAILY ROUTINE TO INFORM THE TEAM © 2011 ACA IT-Solutions
8. MORE ADVANCED SCRUM USING SPRINT BACKLOG TO STRUCTURE INFORMATION SHARING EVEN BETTER © 2011 ACA IT-Solutions
9. SCRUM SHORT, STRUCTURED, CONCISE, TO THE POINT WITH SALES ? © 2011 ACA IT-Solutions
10. The BAD © 2011 ACA IT-Solutions
11. Our Sales team Expanding External / Internal No ‘sprint’ backlog No practical scrum experience No recipe available © 2011 ACA IT-Solutions
12. SALES SCRUM KICK-OFF 2008 - 2009 Started as Try-out Full Buy-in From Team “Taking turns in initiating” “Around noon” © 2011 ACA IT-Solutions
13. CHALLENGES AHEAD © 2011 ACA IT-Solutions
14. LESSONS LEARNED Technical challenges (headset, car-kit, provider network, ...) Initiator Starts Sharing Speech Token is Passed on Explicitly Not speaking? Mute your device! Leave out the irrelevant stuff, really. Measure, Discuss and Evolve as a Team © 2011 ACA IT-Solutions
15. VISUAL CONTROLS LEAN & KANBAN PRACTICE © 2011 ACA IT-Solutions
16. VISUAL CONTROLS LEAN & KANBAN PRACTICE © 2011 ACA IT-Solutions
17. VISUAL CONTROLS LEAN & KANBAN PRACTICE © 2011 ACA IT-Solutions
18. The UGLY © 2011 ACA IT-Solutions
19. KILLING OLD HABITS Resist 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
20. IN CONCLUSION © 2011 ACA IT-Solutions
21. SALES SCRUM TODAY Joint Ownership over scrum quality Everyone on par in under 10 minutes Joint Sense of Responsibility No more boring weekly sales meetings Automatic demand leveling of capacity within team True Sales Team, no Lone Rangers Not only beneficial for Sales © 2011 ACA IT-Solutions
22. WE — SCRUM SCRUM HAS BECOME A CRUCIAL PART OF OUR SALES ORGANIZATION NO ROCKET SCIENCE, BUT DAMN DIFFICULT AT FIRST! © 2011 ACA IT-Solutions
23. NEXT STOP : SALES KANBAN © 2011 ACA IT-Solutions
24. SALES KANBAN TRACKING OPPORTUNITIES USING VISUAL CONTROLS © 2011 ACA IT-Solutions
25. SALES KANBAN TRACKING OPPORTUNITIES USING VISUAL CONTROLS © 2011 ACA IT-Solutions
26. © 2011 ACA IT-Solutions