Either speed up or get passed by! Implementing an Agile approach into your sales strategy will keep you alive. Ignoring it won't.

1. 1
Why Slow Sales Leaders
Won’t Survive

2. 2
SPEED…
Customers demand it.
The Marketplace requires it.
The Board and CEO expect results now.

3. 3
Yet many sales managers are
slow to respond.

4. 4
Yet many sales managers are
slow to respond.
WHY?

5. 5
Because speed
requires more time
and effort from a
sales manager.
It requires taking
risks and learning
from failure.
The average sales manager will avoid these
requirements.

6. 6
This presentation will explore ideas sales
managers can implement to increase their speed.

7. 7
One key technique we’ve found success
with is taking the agile approach.
Agile is a group of methods based on
iterative and incremental improvement.
It encourages rapid and flexible response
to change.

8. 8
Here’s an example of how it should be
applied to Sales Leadership…

9. 9
Meet
‘Just Getting by’ Jeff
Jeff’s been a sales manager for 5
years. He was promoted after
consistently high performance as a
sales rep.
The last two years, his team has
missed quota.
He tells his boss he wants a promotion
but his actions and results say
otherwise.

10. 10
Deep inside he knows promotion just means
more work and responsibility.
Jeff wants more
without any
additional work.
Imagecourtesyoftimesharebrokersalescom

11. 11
Jeff is slow to….
• Fire poor performers
• Change dated
processes
• Hold his team
accountable
• Acquire new
capabilities
• Execute new initiatives
• Share new ideas
• Adopt best practices

12. 12
Download the
SALES LEADER AGILE CHECKLIST
to outpace your peers and Make the
Number

13. 13
You can find Jeff in the office between 8-5
almost every weekday.
He only attends sales
calls at the request
of his reps.
Jeff is being
outperformed by his
peers.
The truth is that Jeff is becoming the norm.

14. 14
The population of top tier sales managers
is shrinking.
Sales managers are
regressing to average
as the market
outpaces them.
The need to evolve is
exposing many of
them.

15. 15
Sound familiar?
Your organization probably has a few Jeff’s around.
The multiplier
effect of Jeff is
scary.
Jeff enables a
culture of
mediocrity

16. 16
Meet
‘Agile’ Anthony
Anthony works a few hours more
than Jeff each week, but not much.
He focuses on value added activities.
Instead of reacting to his boss and
reps, he proactively focuses on
incremental improvement.

17. 17
Anthony’s team knows what is expected of him
He spends most of his time
observing and coaching.
Anthony has built a culture of
peer accountability, incremental
growth, and speed.

18. 18
Anthony has studied the concept of Agile
and applied it to his team.
Anthony’s Key Activities for 2013
Agile activities drive results fast.
Anthony has developed a detailed checklist
to ensure he is making progress.

19. 19
Download the
Anthony’s AGILE CHECKLIST
for detailed guidance on how to
implement the following suggestions…

20. 20
1. Develop a customer research cadence:
a. Social Listening – what are customers following,
saying, and doing?
b. Customer Interviews – learn more about each
role you sell into.
c. Opportunity Win/Loss – learn from everyone by
asking for feedback
2. Broadcast & Share – use Chatter, social media, email,
weekly meetings, tracking board, etc…

21. 21
3. Empower Your Team
a. Coaching with questions vs. directing.
b. Turn your team into an idea factory by adopting ideas
they recommend.
4. Rely on Analytics – measure leading indicators.
5. Be Fast & Flexible – Build a sales culture based on
speed. Share wins and failures fast.

22. 22
The Results
Anthony’s team uses these techniques to be
responsive to change
They produce new ideas, are self
aware, and they know their
customer.
Anthony has created a culture of
speed by utilizing Agile.

23. 23
Anthony doesn’t even focus on the end number.
Anthony’s goal isn’t to hit his quota.
It is for every person on his team to exceed quota.

24. 24
Evolve like Agile Anthony
Download the Sales Leader Agile Checklist by
pressing here.

25. 25
Learn More
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optimizing your current one,
Contact us to hear the rest of the story...
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