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
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Scrum in SalesMixing the good with the bad
and some ugly
© 2011 ACA IT-Solutions
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I.D.
SINCE LOCATION1975 LIMBURG
@SERGECRAEGHSSOFTWARE ENGINEER >>> SOLUTION SALES© 2011 ACA IT
-Solutions
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WE ♥ JAVA
MADE TO MEASURE PROJECTSALFRESCO, LIFERAY, ATLASSIAN, NEW RELIC, IAM
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WE ♥ AGILE
OVER 9 YEARS OF SOFTWARE DEVELOPMENT PROJECTS BASED ON AGILE METHODOLOGIES
© 2011 ACA IT-Solutions
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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
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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
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SALES SCRUM KICK-OFF2008 - 2009
Started as Try-out
Full Buy-in From Team
“Taking turns in initiating”
“Around noon”© 2011 ACA IT-Solutions
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CHALLENGES AHEAD
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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
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VISUAL CONTROLSLEAN & KANBAN PRACTICE
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VISUAL CONTROLSLEAN & KANBAN PRACTICE
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VISUAL CONTROLSLEAN & KANBAN PRACTICE
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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
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IN CONCLUSION
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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
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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
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SALES KANBANTRACKING OPPORTUNITIES USING VISUAL CONTROLS
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SALES KANBANTRACKING OPPORTUNITIES USING VISUAL CONTROLS
© 2011 ACA IT-Solutions
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© 2011 ACA IT-Solutions