Scrum for Sales
A B2B Guide to Agility in Organization, Performance, and Management
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Beschreibung
Many companies want to make their sales agile. Some of them have tried to set up agile sales organizations, but such top-down approaches and big-bang rollouts seldom seem to work. This book shows how the elements of the leading agile framework “Scrum” should be applied to install agility in the salesforce, improve sales performance, and resolve typical performance issues in sales organizations. It contains concrete guidelines, real-world examples, and useful tools to create the necessary change step by step and built to last.
Many companies want to make their sales agile. Some of them have tried to set up agile sales organizations, but such top-down approaches and big-bang rollouts seldom seem to work. This book shows how the elements of the leading agile framework “Scrum” should be applied to install agility in the salesforce, improve sales performance, and resolve typical performance issues in sales organizations. It contains concrete guidelines, real-world examples, and useful tools to create the necessary change step by step and built to last.
Applies Scrum, usually known from software development, to make sales agile Provides detailed guidelines and comprehensive use cases from an organizational view Connects the underlying psychological and behavioral mechanisms to the issues of sales organization
Autor*in
Michael J. Scherm
Themen in »Scrum for Sales«
Scrum Sales B2B Guide Agility in Organization Sales Performance