Scrum for Sales
A B2B Guide to Agility in Organization, Performance, and Management, Future of Business and Finance
Erschienen am
31.10.2021, 1. Auflage 2022
Bibliografische Daten
ISBN/EAN: 9783030829773
Sprache: Englisch
Umfang: xix, 255 S., 38 s/w Illustr., 255 p. 38 illus.
Einband: gebundenes Buch
Beschreibung
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.
Produktsicherheitsverordnung
Hersteller:
Springer Verlag GmbH
juergen.hartmann@springer.com
Tiergartenstr. 17
DE 69121 Heidelberg
Autorenportrait
Michael Scherm is a historian by training, a manager and consultant by profession, and an avid observer of sales leadership behavior in the U.S., Europe and Asia-Pacific. Michael encourages and assists sales organizations and their leaders to change fundamentally in order to survive digitalization and the associated changes in customer behavior. Working with IT companies across the world for more than 15 years, he experienced the benefits of Scrum, the leading agile framework. Extending his idea to adopt Scrum for sales organizations, Michael founded the Sales Scrum Club in 2018 as a platform for exchange and expertise. Scrum has meanwhile become his main profession: Having returned to Germany after professional engagements in Washington D.C., London and Singapore, Michael is now a Scrum Master at ODAV AG, a provider of software solutions for the public sector in Germany. He is a certified Scrum Master and holds a PhD summa cum laude in early modern economic history from Regensburg University.
