Agile Sales Management Workshop

Sales teams and the management of those sales teams have not changed much in the past 50 years. The dictatorial sales manager who fires individuals for not attaining goals, yet receives little to no coaching is a way of the past. How do you know your sales team is getting the right vision, information, and support to succeed? This class teaches you how to shift to an Agile approach, solving traditional sales challenges while helping you make plans to implement Agile for your organization.

Retail Price: $1,495.00

Next Date: Request Date

Course Days: 2

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Who should attend

  • Sales manager
  • Director of sales
  • Outside/inside sales representative
  • Account managers/executive
  • Business development professional
  • Customer service team member
  • Sales consultant
  • Office administrator
  • Any person involved in the sales cycle for an organization



Please briefly review the Agile Manifesto - before class.




Part 1: Why Agile? The Case for Change

Exercise:  Discuss various real-world problems of students in class to understand how Agile will help and address these problems.

Part 2: Becoming Agile

  • Agile Manifesto
  • Agile principles
  • Agile practices
  • Review current types of practices in use (e.g. Lean, Scrum, Kanban)

Exercise:  Engage as groups to reinforce importance and power behind self-organizing teams.

Part 3: Building an Agile Team

  • Scalable and repeatable results
  • Qualities of a high-performing team
  • Team roles for Agile

Exercise:  Build your Agile dream team

Part 4: Sales Vision and Planning

  • Vision
  • Roadmap
  • User roles and personas

Exercise:  Practice turning user roles into personas

Part 5: Backlog Planning

  • Writing user stories
  • Prioritization
  • Estimating

Exercise:  Brainstorm creation of product backlog with user stories and present ideas as a class with feedback from the instructor

Part 6: Sprint Execution

  • Daily Scrum
  • Story review
  • Visual management
  • Agile metrics

Exercise:  Conduct a daily Scrum meeting and improve team performance

Part 7: Inspect and Adapt

  • Sprint review
  • Demo
  • Retrospective

Exercise:  Devise a plan for immediate action items to implement

Part 8: Kanban Overview and Concepts

  • Kanban’s five core properties
  • Kanban emergent behaviors
  • Kanban concepts, principles, and terminology

Exercise:  Create a Kanban board that clearly communicates their commitments and progress

Part 9: Agile Adoption

  • Kaizen culture and mindset
  • Agile leadership
  • Kotter’s Model
  • Continuous improvement culture

Exercise:  Discuss next steps for your progression

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