Growth Hacking Sales Management How To Scale A Sales Team Using Scrum

Dimitar StanimiroffManaging Director Stack Overflow Careers EMEA

The Startup Pyramid

Source: Sean Ellis

One Destination… Many Different Ways To Get There

Image Source: http://www.richardalois.com/wp-content/uploads/2008/11/revolutions-clapham-junction.jpg

Image Source: http://www.richardalois.com/wp-content/uploads/2008/11/revolutions-clapham-junction.jpg

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

0 5 10 15 20 25 30 35 40

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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Dimitar Stanimiroffdimitar@stackoverflow.com

@StanimiroffBlog:

www.developingsales.com