Książki

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.

Scrum for Sales: A B2B Guide to Agility in Organization, Performance, and Management

1. "Agility" Is More Than a Buzzword. Why B2B Sales Organizations Must Become Even More Adaptive.- 2. From Agony to Agility: The Emergence of Scrum as a Leading Agile Framework.- 3. Customer Acquisition: Team Dynamics and the Soft Beat of the Drum.- 4. Opportunity Management: Managing Complexity and Ambiguity.- 5. Pipeline Management: Overcoming Our Reptile Brain.- 6. Managing the Agile Salesforce in Scrum.- Epilogue: Agile Is Dead-Long Live Agile.