Agile Sales: An Introduction


Agile Sales

Agile and Scrum have become standards of practice for software and technology project management. These practices have revolutionized the success of countless technologists, products, and companies. However, most companies struggle when adopting agile practices throughout their entire organization. In many cases, adoption and rollout happen in the Product and Technology divisions of a company - then it stops, right there. Operational departments of companies, like sales, can benefit tremendously from hopping on the agile train. In an increasingly competitive marketplace that demands a customer-centric approach, agile sales practices will be the next standard.

Agile Sales Manifesto While many consider agile to be a project management practice, the term “agile” actually describes a specific set of foundational principles and values. The Agile Manifesto, created for building software products, outlines the original core agile values. Using the Agile Manifesto as a guide, Adnova Group created the Agile Sales Manifesto. While there are positives in both columns, the left side is more valued:

  • Relationships and interactions over transactions

  • Establishing value over focusing on price

  • Customer collaboration over negotiation

  • Strategic thinking over reliance on what worked in the past

  • Experimentation and innovation over reactive work patterns

  • Responding to change over following a plan

Benefits of Agile Sales

When implemented and adopted, agile values help improve lives, improve productivity, and improve practices to accelerate an organization’s growth and revenue. The most considerable benefit of adopting agile practices in sales is accelerating