When it comes to applying Agile and Scrum to a sales team and organization, the first things we need to be aware of are the key differences to product/software development teams. And there are quite a few! In this segment, we talk about those key differences and the process that Brad developed over time to help sales teams benefit from Agile and Scrum in their work.
We talk about the 3 step process to defining what is the focus of the work, and how to measure the progress of the team. Listen in to learn what those 3 steps are, and also how to align the team’s work around improving the key metrics.
The key challenges to Agile adoption in sales teams
As we learn more about how sales teams work, the next big question is: what are the challenges we often face when adopting Agile in sales teams? We dive into some of the challenges that Brad has seen in his work and learn about his approach to bringing a goal-centric way of working, by starting to work with the sales leader.
We mention Eduscrum (an application of Scrum to education), and learn how sales teams were already remote Agile teams before the covid19 pandemic. The remote work aspect of sales brings with it a set of challenges that astute Scrum Masters will be ready to tackle. Brad explains his approach to getting sales teams to collaborate effectively, even when they are constantly remote.
Adapting the cycle of Scrum to the rhythm of sales teams
The adoption of Scrum can’t be complete without adapting the Scrum ceremonies to the reality of the sales work. Brad walks us through his ideas on how we can take advantage of what is already there (the natural sales meetings and cycle), and slowly build in the ideas of planning, follow-up, “live” demonstration, and retrospectives into sales teams. In this segment, we also discuss how important visualizing the work, and the results is when bringing a set of – usually – independent-minded folks to work tightly together as an agile team.
Adopting Agile and Scrum specifically is no easy feat. In fact there’s a lot of failed Scrum adoptions out there. What are those problems that prevent our Scrum adoption from succeeding? And most importantly, where should we start when working with a new team or organization? In this episode we discuss the best way to get started with Scrum. Vasco shares with us the 2 steps that every Scrum Master should start with in a new team or organization.
About Gunther Verheyen
Gunther left consulting in 2013 to partner with Ken Schwaber, Scrum co-creator, atScrum.org. He represented Ken andScrum.org in Europe. Gunther leftScrum.org in 2016 to continue his journey of Scrum as an independent Scrum Caretaker. Gunther believes that Scrum – the most applied software development framework – will not only increase the value that software delivers to organizations but is also a way to re-humanise the workplace for people.
Niko explains in this episode how to understand when there are problems that the team needs help resolving, and shares tips on how to keep the team’s tools improving over time. Finally he shares his story of Scrum adoption: From Chaos to Managed Chaos.
It’s never hard to break with the status quo, and communicating the adoption process, positioning the change and managing the expectations can become the most important job for us as Scrum Masters. This was the hard-earned lesson that Matt shares with us in the podcast.
We also mention the book Agile Software Development With Scrum by Ken Schwaber and Mike Beedle, and refer to the 3 amigos: “The Three Amigos meeting is about the transition from user stories to scenarios. It is meant to happen before development starts, part of a good test first approach. It is meant to happen just before development starts.”
About Matthew Heusser
Matthew Heusser is the co-author of Save our Scrum, co-chair of the enterprise track at Agile2015, And he is also an author at CIO.com. Matt Software is a delivery consultant/writer and Collaborative software geek since before it was cool.
You can find Matthew Heusser on LinkedIn, and connect with Matthew Heusser on Twitter.
Agile is not a process, and that is an important realization that all teams should reach at some point. But how to get them to that realization? How to help team members understand that Agile is not a set of recipes that you follow blindly?
About About Ben Linders
Ben Linders is an Independent Consultant in Agile, Lean, Quality and Continuous Improvement, based in The Netherlands. Author of Getting Value out of Agile Retrospectives, Waardevolle Agile Retrospectives & What Drives Quality.
You can follow Ben Linders on Twitter, and connect with Ben Linders on LinkedIn.