There are three changes in the sales world that makes agile sales important.
- Millennials are becoming a larger and larger part of your sales team and their world is different.
- Customers are different. Customers elf-educate.
- The unprecedented amount of available data.
The agile sales methodology makes it much easier for reps to respond in real time and meet client needs. It involves constantly reviewing and reacting to data — making it an ideal solution.
Agile Sales explained
Work is organized into “sprints.” A sprint typically lasts one to two weeks and has a specific objective.
Every sprint starts with a two- to four-hour planning meeting to decide on the sprint goal (which must be summed up in one sentence) and break down that objective into discrete tasks or milestones. The latter should result in a list of projects, known as the Sprint Backlog.
For example, each morning, the team gets together for a stand-up. Team members go around and explain:
- What they accomplished yesterday
- What they’ll accomplish today
- Any obstacles they’re facing
This helps everyone stay focused and provides accountability.
How to implement agile sales
There are five essential components of the agile sales methodology:
Standups are helpful for any group (e.g. Business Development Executives) that works collaboratively.
At the beginning of the work day, have a quick (5-15 minutes) status update meeting. Each person should share what they did the day before, explain what they’ll work on that day, and ask for help or guidance if necessary.
Standups definitely boost alignment and accountability (plus, they make your team feel like more of a team.)
Sales objectives can often feel overwhelming and impossible to achieve.
To make these goals feel in your reach, borrow the “sprint” concept from agile. Rather than looking at the end goal, break it down into sub-goals. These objectives should be short-term (think monthly, weekly, or even daily).
Flexibility and iteration are the foundation of agile sales. That means reacting in real-time to new data and information and adapting as needed.
You can also flexibility to react to:
- Market/industry changes
- New legislation
- Product updates and launches
- Company-wide strategic shifts
- Changes in leadership
And more. It is important to constantly analyze what’s happening in your world and figuring out how to change your process, objectives, or strategy to keep up.
Without a system of truth, it’s extremely difficult to hold salespeople accountable. (The same goes if you’re a rep: How can you analyze your progress if you’re not tracking it?)
That makes your CRM an essential component of agile sales. At many companies, the rule is “If it’s not in the CRM, it didn’t happen.”
Agile sales’ emphasis on data dovetails perfectly with modern sales management. Data tells you if your strategy is working — and how well.
The bottom line is: Come up with your short-term goals first, then work backward to determine the best metrics for gauging progress.
Agile sales is a natural evolution for sales teams. It helps you leverage your data, team members, and motivation to get the best results possible.
Proaptivity work with organisations to implement CRM to enable real-time management and control of sale performance. Contact us today on 028 9099 6388 or via email at firstname.lastname@example.org for more information