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Agile Sales Management Workshop


2 Days Classroom Session   |  
2 Days Live Online
Classroom Registration
Individual:
$1495.00
Group Rate:
$1295.00
(per registrant, 2 or more)
GSA Individual:
$1091.35
Live Online Registration
Live Online:
$1495.00
Private Onsite Package

This course can be tailored to your needs for private, onsite delivery at your location.

Request a Private Onsite Price Quote

Professional Credits

IIBA (CDU)

ASPE is an IIBA Endorsed Education Provider of business analysis training. Select Project Delivery courses offer IIBA continuing development units (CDU) in accordance with IIBA standards.

PMI (PDU)

Select courses offer Leadership (PDU-L), Strategic (PDU-S) and Technical PMI professional development units that vary according to certification. Technical PDUs are available in the following types: ACP, PBA, PfMP, PMP/PgMP, RMP, and SP.

This course offers:
    14.00 PMI-ACP Technical PDUs

Certification
Overview

Sales teams and the management of those sales teams have not changed much in the past 50 years. The dictatorial sales manager who fires individuals for not attaining goals, yet receives little to no coaching is a way of the past.

How do you know your sales team is getting the right vision, information, and support to succeed? This class teaches you how to shift to an Agile approach, solving traditional sales problems while helping you make plans to implement Agile for your organization.

In this course, you will:

Gain an overall understanding of the basic principles and benefits of Agile approaches
Create a great sales team by blurring traditional roles to work toward a common goal
Learn the history of Agile and how its application to software development has made huge successes in the way people work, delivering value and better results
Define how the Scrum framework aides in building new products and provides guidance for unknown requirements
Define best practices of organizational change management with Agile adoption
Align individual, team, and company goals
Review and apply the Sprint process
Learn how people, product, and process improve frequently and continuously with Agile
Practice multiple forms of Agile methodologies
Create and use a Kanban board
Upcoming Dates and Locations
All Live Online times are listed in Eastern Time Guaranteed To Run

There aren’t any public sessions currently scheduled for this course, but if you fill out the form below, we can tell you about how we can bring this course to you!

Course Outline

Part 1: Why Agile? The Case for Change

Exercise:  Discuss various real-world problems of students in class to understand how Agile will help and address these problems.

Part 2: Becoming Agile

  • Agile Manifesto
  • Agile principles
  • Agile practices
  • Review current types of practices in use (e.g. Lean, Scrum, Kanban)

Exercise:  Engage as groups to reinforce importance and power behind self-organizing teams.

Part 3: Building an Agile Team

  • Scalable and repeatable results
  • Qualities of a high-performing team
  • Team roles for Agile

Exercise:  Build your Agile dream team

Part 4: Sales Vision and Planning

  • Vision
  • Roadmap
  • User roles and personas

Exercise:  Practice turning user roles into personas

Part 5: Backlog Planning

  • Writing user stories
  • Prioritization
  • Estimating

Exercise:  Brainstorm creation of product backlog with user stories and present ideas as a class with feedback from the instructor

Part 6: Sprint Execution

  • Daily Scrum
  • Story review
  • Visual management
  • Agile metrics

Exercise:  Conduct a daily Scrum meeting and improve team performance

Part 7: Inspect and Adopt

  • Sprint review
  • Demo
  • Retrospective

Exercise:  Devise a plan for immediate action items to implement

Part 8: Kanban Overview and Concepts

  • Kanban’s five core properties
  • Kanban emergent behaviors
  • Kanban concepts, principles, and terminology

Exercise:  Create a Kanban board that clearly communicates their commitments and progress

Part 9: Agile Adoption

  • Kaizen culture and mindset
  • Agile leadership
  • Kotter’s Model
  • Continuous improvement culture

Exercise:  Discuss next steps for your progression

Who should attend
  • Sales manager
  • Director of sales
  • Outside/inside sales representative
  • Account managers/executive
  • Business development professional
  • Customer service team member
  • Sales consultant
  • Office administrator
  • Any person involved in the sales cycle for an organization
Pre-Requisites

Please briefly review the Agile Manifesto - https://agilemanifesto.org/ before class.

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