Sales

From Business Agility Library
Jump to: navigation, search

"Business growth comes from applying profitability to customer growth. Profitability comes from delivering services to your customers, accurately and efficiently." - Evan Leybourn

Given that business growth is a critical factor in any business, I want to give you 9 focus areas to help you in this area. These are especially relevant for the growth of an agile business.

  1. Focus on Your Customer Relationships: While the customer trust triangle is an article for another day, the ultimate goal of your agile business is to build stable customer partnerships. That is, where your business goals and your customers' goals are completely aligned. You want to move away from relationships built on contracts to relationships built on trust.
  2. Focus on Developing Opportunities with your Customers: By partnering with your customers, you move your relationship to one of strategic growth; where you are directly helping them to achieve their long-term business growth goals (in addition to your standard, operational products or service offerings). By helping your customer to grow, you align your growth with that of all your customers.
  3. Keep your Promises: This approach of strategic partnerships only works if your customers trust you. If you commit to work just to win a contract & are then unable to deliver, you will not only lose the trust of your customer, but also damage your corporate reputation. Also see points 4 & 5 below.
  4. Focus on Integrating the Sales & Marketing with the Delivery Teams: Related back to the previous point. There needs to be a close alignment between the sales team and the operations teams (whatever your domain). I recommend you embed sales & marketing professionals directly within your teams (remember 7+/-2), so that as each feature/product set is ready, the sales professional is also ready to promote the new features. Most importantly, they will understand the true cadence of the operational team and should be in a position to over-commit.
  5. Focus on Building the Team by Dropping the Commission: To fully align the sales and marketing professionals with the customer goals, drop commission based sales. To build those strategic partnerships, we need our salespeople clearly focused, and not distracted by short-term incentives. If you want to include incentives, assess bonuses on the development of long-term relationships. Here is a great article on this from ThoughtWorks: http://www.thoughtworks.com/insights/blog/challenger-sales-customer-value-and-not-dollar-value
  6. Clear, yet Dynamic, Corporate Targets: Finally, just like your organisation is Agile, so should be your sales & growth targets. Everyone in the organisation should share responsibility for customer growth; this is why we create empowered and accountable teams in the first place. Staff who are aligned to customers can identify market shifts early, allowing for more realistic targets.
  7. Focus on Building Partnerships with your Vendors: "End the practice of awarding business on the basis of a price tag. Instead, minimize total cost. Move towards a single supplier for any one item, on a long-term relationship of loyalty and trust." - W. Edwards Deming. Just as you want to build partnerships with your customers, your vendors should be building partnerships with their customers, you. You want your vendors to be committed to your business growth with, of course, the expectation that as you grow, so can they.
  8. Focus on Leveraging the Buzz around Agile: Don't forget that right now, Agile is a corporate buzzword. We can use this to our advantage as a means of attracting potential customers. The risk is that they may misunderstand the implications of Agile, but your job is to educate them and begin to build those partnerships.
  9. Focus on Leveraging your Agility: You're Agile, your competitors aren't. You should be able to leverage that to take advantage of new opportunities when they become available. This does mean that you need to be able to identify opportunities and take the corresponding risk. But the point of an adaptable business is that you can experiment with opportunities (as in the scientific method of hypothesis -> testing -> analysis -> repeat) and fail quickly, with minimal cost, if you are wrong.


Insights[edit source]

Case Studies[edit source]

case study logo.png
Hear from people who have gone through this journey already.


Further Reading[edit source]

further reading logo.png
Want to go deeper? Read (and watch) more details about specific areas of Business Agility.


Books & Book Reviews[edit source]

book review logo.png
Not sure what to read, check our some of our Business Agility book recommendations and reviews


Interviews[edit source]

interviews logo.png
Watch (or listen to) interviews from global Business Agility leaders.


Supporting Frameworks[edit source]

framework logo.png
How do you "do" Business Agility? Here are all the frameworks, methods and tools for you.



Join the Marketing Agility Community[edit | edit source]

If you'd like to continue the conversation with like minded individuals around agile sales, join the Marketing Agility Alliance. Also consider joining the Business Agility slack community. Specifically join the #marketing-chapter channel.

Marketing Agility Alliance
Business Agility Slack Community

Library Steward[edit | edit source]

The content in this section has been brought together and curated by the great folk within the Marketing Agility Alliance. The stewards of the Business Agility Library are leaders in their field and we quite literally couldn't create such amazing content without their support. These organisations are leaders in the community and, through their actions and insights, continue to expand the horizon of business agility for us all.

Marketing Agility Alliance Logo