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Slides from my talk at #StartupNext (Sofia, October 214). Talked focused on how to achieve rapid growth by scaling sales using scrum.
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Growth Hacking Sales Management How To Scale A Sales Team Using Scrum
Dimitar StanimiroffManaging Director Stack Overflow Careers EMEA
One Destination… Many Different Ways To Get There
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5 Ways To Scale
1)Paid Acquisition 2)Virality3)SEO (Content/Social)4)Sales5)Partnerships/Business Development
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5 Ways To Scale
1)Paid Acquisition 2)Virality3)SEO (Content/Social)4)Sales5)Partnerships/Business Development
Source: Zack Onisko
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The Story So Far
Sept 2011 – EMEA Office opens [1 sales person]Sept 2014 – 25 sales people; 2 sales managers; 1 sales support
Building Sales Orgs in 3 Phases
Proving Product Value
Understanding your Pitch
Scaling the organisation
0 5 10 15 20 25 30 35 40
Phase 1: Proving Product Value
0 5 10 15 20 25 30 35 40
Phase 2: Understanding Your Pitch
0 5 10 15 20 25 30 35 40
Phase 3: Scaling
Q: How do you successfully build a large sales force?
Q: How do you successfully build a large sales force?
A: Think like a programmer!
What Is Scrum?
Scrum originates as an iterative and incremental agile software development framework for managing software projects. Its focus is on "a flexible, holistic product development strategy where a development team works as a unit to reach a common goal".
THE
Problem
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The Problem With Sales Management
Scrum Benefits
Putting It All Together: How It Works
Scrum In Sales: How It Works
• Teams of 5/6 people. • Team Structure: Scrum Master (Sales Team
Lead); Team Members (Sales people) & Product Owner (Sales Manager)
• Months are broken down into 4 sprints • Standups at the beginning of each sprint and
sprint reviews at the end• Monthly Retrospective
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Running Lean
The Evolution Of Scrum
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