Overview
- Applies Scrum, usually known from software development, to make sales agile
- Provides detailed guidelines and comprehensive use cases from an organizational view
- Connects the underlying psychological and behavioral mechanisms to the issues of sales organization
Part of the book series: Future of Business and Finance (FBF)
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Table of contents (7 chapters)
Keywords
About this book
Many companies want to make their sales agile. Some of them have tried to set up agile sales organizations, but such top-down approaches and big-bang rollouts seldom seem to work. This book shows how the elements of the leading agile framework “Scrum” should be applied to install agility in the salesforce, improve sales performance, and resolve typical performance issues in sales organizations. It contains concrete guidelines, real-world examples, and useful tools to create the necessary change step by step and built to last.
Authors and Affiliations
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Bibliographic Information
Book Title: Scrum for Sales
Book Subtitle: A B2B Guide to Agility in Organization, Performance, and Management
Authors: Michael J. Scherm
Series Title: Future of Business and Finance
DOI: https://doi.org/10.1007/978-3-030-82978-0
Publisher: Springer Cham
eBook Packages: Business and Management, Business and Management (R0)
Copyright Information: The Editor(s) (if applicable) and The Author(s), under exclusive license to Springer Nature Switzerland AG 2021
Hardcover ISBN: 978-3-030-82977-3Published: 31 October 2021
eBook ISBN: 978-3-030-82978-0Published: 30 October 2021
Series ISSN: 2662-2467
Series E-ISSN: 2662-2475
Edition Number: 1
Number of Pages: XIX, 255
Number of Illustrations: 38 b/w illustrations
Topics: Sales/Distribution, Business Strategy/Leadership, Management