Agile Methodology: How Does It Help Increase Sales?

Agile Methodology

agile-methodology

Summary

  1. Agile methodology: inside the concept and applications
    • Shared knowledge and stimulated communication
    • Agile transformation is valuing people
  2. Agile sales methods: how to apply?
    • Integration: team + customer + project
  3. Does your CRM make you more agile?

Applying agile methodology in companies is a matter of continuous improvement. After all, which manager would not want knowledge to be disseminated by all employees, right?

Or better. Who doesn’t want to have, on a day-to-day basis, increasingly improved processes and people increasingly embedded in the values ​​of the business in which they work?

Within this idea, there are agile methods. Act with assertiveness, make knowledge available to everyone, and give visibility to people. If this is a reality that your company seeks, then you need to go through the so-called “agile transformation”.

In this article, we’ll cover the meaning of these terms and how they can be applied within any organization. In addition, learn how a CRM can be a powerful ally for knowledge to be disseminated within your business.

Come on?

Good reading!

Agile methodology: inside the concept and applications

Agile methodology is understood as an alternative to classic project management within companies. Although they were born within the software, their concept can very well be replicated outside the world of technology.

When you change the modus operandi of an organization, what is known as agile transformation takes place. It can happen completely within companies (but beware, sudden and strong changes cause resistance!) or little by little, by sectors.

Fast or gradual, it doesn’t matter. The application of agile methodology exists to fix internal bottlenecks. Thanks to them, for example, it is possible to face unforeseen events within an even larger project.

Like? Well, let’s go a little deeper… shall we?

Shared knowledge and stimulated communication

One of the main pillars of agile transformation within companies is the dissemination of knowledge. Understand. Sharing practices and discoveries is essential to improve processes, regardless of the area of ​​expertise.

Communication. Apprenticeship. Sharing.

When there is a debate about the problem between those who have the capacity to solve it, this is the application of an agile methodology. It is no longer up to companies to receive a vertical order of how things should be resolved.

Let’s think about the sales universe. If the example mentioned above occurs, without internal information circulating and without debate, how to keep a motivated team, focused on the product and the customer?

Answer: How encouraged will a salesperson, who is on the front line with the customer, be excluding from some important decision that directly affects the way he works?

Agile transformation is valuing people

More than finding agile solutions for any bottlenecks, it is essential to respect people within the company.

If there is someone who demands a little more attention, whether because of a learning disability in something specific, why not encourage them even more?

It is essential to qualify people and respect individualities; it is important to adapt the process to the people and not the people to the process.

It’s like on a football team. You will adapt the tactical scheme according to the characteristics of your players, not the other way around.

So if someone is slower within your team, your team doesn’t need to walk at a slow pace. Believe in people. Invest in them. Qualify the slowest and your team will walk on the same beat.

A focus on helping people is good for companies. Investing in short workshops, in smaller, measurable changes, in giving small responsibilities to employees creates a healthy sharing environment. Once this is done, it is possible to reproduce the actions for the macro.

Agile sales methods: how to apply?

By now you should have an idea of ​​how to apply an agile transformation to your sales team, right? But, let’s give an example.

Each company has its business, of course, but let’s make a specific cut. If a company has a long lead time to deliver a product, it is important to add value to the customer even while waiting.

A good solution for this is a module delivery, for example, if you are preparing software for it.

Maintaining an active relationship is also important for your company. Send an email, deliver nice content. It’s not because he signed a contract that you need to ignore him, is it?

Within this idea, it is essential to have a CRM with automatic actions. In it, you can, within the funnel created, program an automatic action for, for example, sending an email.

That way, you can deliver an eBook, for example, and you won’t have forgotten to nurture the relationship with this customer who is waiting for your solution to be ready.

Integration: team + customer + project

Within agile methods, an important action when we talk about sales is integration. We have already discussed how important it is to share knowledge and best practices for all areas.

However, one more step can be taken. More than employees converging with each other for the good of the company and processes, why not include the customer in this?

So, if the software is being developed for the client, they integrate it into the project, listening to their requests and feedback can be valuable for the entire team. Within this, we have already talked about the importance of the CEO in the sales process.

In this way, with the customer immersed, there is greater transparency in the entire process. He keeps track of what’s going on, what’s being developed, and how it’s happening.

By doing this with some frequency, you will be able to gather more and more insights to replicate in the solution your company sells.

After all, what are you really doing? Stimulating the culture of shared knowledge and improving processes. That’s what we’re talking about!

Does your CRM make you more agile?

Is having smaller and faster deliveries something you can do within your CRM?

Within a good CRM, you can, by the user, see what each salesperson delivered and how they acted – conversations, via phone, are recorded and available to listen whenever you want.

With well-defined stages of the commercial process and structure in the sales process and with well-defined goals, it is possible to apply the agile transformation in sales.

Thus, both speech and delivery quality can be improved.

The first, the speech, will be aligned with your company’s values ​​and will contribute to the qualification of the sales playbook.

The second refers to the quality of delivery. A good CRM does the “dirty work” for the sales team. The salesperson stops doing a robotic job of filling out spreadsheets, rows of forms, copying and pasting emails, among others.

He becomes, yes, a consultant, a person focused on the client’s business and how your company’s solution applies to their pain.

Yes, using a CRM is, without a doubt, applying the agile methodology.

So, how can we help you?

Enjoy and read our article that talks about how Artificial Intelligence helps in sales and what the future of your applications is.

Also, learn how CRM reduces business costs for companies.

Good sales!

A hug from PipeRun, your CRM. #RunPipeRun

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