Agile Sales Management: Foundations
In practice and philosophy, sales management is adopting agile methodologies left and right.
The Agile movement seeks alternatives to traditional management. Agile approaches help teams respond to unpredictability through incremental, iterative work cadences and empirical feedback. They propose alternatives to waterfall, or traditional sequential development.
Agile Sales Management: Visibility & Feedback
As a manager, you cannot manage what you cannot measure. Similarly, your modern sales force needs to see clear goals, directives, roadmaps, and feedback to achieve maximum performance output.
Process: The target of a manager should be to make an obvious correlation between the aligned goals and objectives, and the specific output of individual reps.
People: Agile sales managers use regular check-in points to focus, inspire, and develop their teams.
Platforms: Agile sales managers use sales data visibility and automation to create meaningful metrics and activate feedback loops.
By establishing clear visibility to rep performance on the underlying funnel activities and metrics, continual feedback with a consistent message can be developed.
Practice Agile Sales Management
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Download our Guide to Agile Sales Management to see the full picture and synthesize your mission with strategy and operations. The success drivers agile sales management strategy are as follows:
- Establish Clear Path to Success.
- Publicize Goals & Objectives.
- Share Progress Updates.
- Broadcast Contributing KPIs.
Once you nail down all four corners of agile sales management best practice, you're ready to rock and roll.