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Scrum for Sales

A B2B Guide to Agility in Organization, Performance, and Management

  • Book
  • © 2021

Overview

Authors:
  1. Michael J. Scherm

    1. Straubing, Germany

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  • 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)

  1. Front Matter

    Pages i-xix
    Download chapter PDF

  2. “Agility” Is More Than a Buzzword: Why B2B Sales Organizations Must Become Even More Adaptive

    • Michael J. Scherm
    Pages 1-14

  3. From Agony to Agility: The Emergence of Scrum as a Leading Agile Framework

    • Michael J. Scherm
    Pages 15-41

  4. Customer Acquisition: Team Dynamics and the Soft Beat of the Drum

    • Michael J. Scherm
    Pages 43-76

  5. Opportunity Management: Managing Complexity and Ambiguity

    • Michael J. Scherm
    Pages 77-117

  6. Pipeline Management: Overcoming Our Reptile Brain

    • Michael J. Scherm
    Pages 119-169

  7. Managing the Agile Salesforce in Scrum

    • Michael J. Scherm
    Pages 171-242

  8. Epilogue: Agile Is Dead—Long Live Agile

    • Michael J. Scherm
    Pages 243-244

  9. Back Matter

    Pages 245-255
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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

  • Straubing, Germany

    Michael J. Scherm

About the author

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.

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

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