Our last blog post in our Agile Sales article series introduced the Agile Sales Manifesto created by Adnova Group, steps for preparing to adopt agile sales, and the benefits and challenges of agile sales.
In today’s post, we introduce the Agile Sales Team concept, why Agile Sales Teams are beneficial, and tools for managing Agile Sales Teams.
What is an Agile Sales Team?
ScrumAlliance defines three roles that make up a product development scrum team: ScrumMaster, Product Owner, and Development Team. An agile sales team's positions do not align one-to-one with those of a Scrum team; however, they can benefit from Scrum's values, structure, and best practices to help the team adapt, improve, and continuously iterate.
The agile sales team – which includes sales team leads, SDRs/BDRs, account executives, account managers, sales operations team members, and sales engineers – is what drives an organization's sales efforts. They take on repetitive, planned tasks daily – generating leads, making sales calls, follow-ups, and demos – that can be organized, measured, and prioritized to achieve optimum performance and acceleration.
The agile sales team takes the traditional structure of a sales team and takes it to another level. Agile sales teams are cross-functional and high performing. They encompass everything from lead generation, closing deals, post-sale service, and technical sales tools and systems into one matrixed team. Doing this enables a sales team to use agile values to increase success and improve both their team and its culture.