What is agile management? Find out how your commercial area can benefit from the tool
Agile Management is a project management tool, based on the Agile methodology, or Agile, which emerged in the IT area to optimize the progress of software projects. Due to its wide applicability in the digital context, several areas started to adopt its concepts.
In the commercial area, project management practices need to adapt to new market demands, which increasingly demand the delivery of value to the customer. The Agile Methodology is an excellent solution to eliminate project failures and enhance deliveries, leading to greater customer satisfaction.
That’s why, in today’s article, we’ll talk in more detail about what agile management is, as well as outline some methodologies that can support the tool.
Read on to find out more!
What is agile management?
Agile Management is a time-saving methodology for managing projects and business processes. In this way, all processes are aimed at optimizing tasks and solutions, in other words: achieving the best result in the shortest possible time.
Some managers believe that the use of methods to control the business process can stifle the business and generate a lot of bureaucracy. But in reality, it is the opposite of that. Agile Methodology makes you do less: less wasted resources; less off-forecast sales; less misalignment between salesperson and manager.
Still don’t understand what agile management is? Then watch the video below and ask your questions:
Agile sales methodology: learn about Scrum, Lean, and Kanban
Knowing what agile management is is a good start. But without knowing the tools to put it into practice, it’s harder to see the benefits of the feature.
The truth is that there are several ways to apply the method, but Scrum for Sales stands out the most. The objective is to optimize performance through communication and team interaction, making sales science more fluid . To do this, this technique assigns specific roles to each team member. In addition, there is also a division of activities into cycles, called sprints.
The sprints are nothing more than work cycles with an average duration of 2 to 4 weeks, which are defined according to the Sprint Backlog, a kind of task list. They are controlled and executed by the team according to their designations:
- Product Owner: the person responsible for the product vision;
- Scrum Master: who will guide the team;
- Development team: who will carry out the activity.
The tasks that will be performed within each sprint are determined by the development team, which composes its list (Sprint Backlog) from the priorities identified by the Product Owner according to the activities needed to complete the project.
In addition, the sprint is also composed of:
- planning meeting;
- execution of the work;
- daily meetings;
- review and retrospective, in which the Scrum team discusses everything that went well or not during the sprint, forming an improvement plan for the next cycles.
Other Scrum pillars can also be leveraged, especially with regard to customer service and support. See below.
The 3 pillars of Scrum
- transparency: should be used to define clear processes, share information until the entire team is in the know;
- inspection: it is applied by checking the work of each team member, looking for possible flaws, demanding agility and quality in the answers, based on the knowledge already acquired;
- adaptation: adjusts the flaws found throughout the project, identifying what is not suited to the clients’ reality and proposing changes to be made.
Learn more about agile management with scrum in sales in the video below:
The lean methodology also works based on the elimination of “superfluous”. In fact, Lean’s translation means “lean” — which says a lot about the essence of the tool. After all, lean management works based on the concept of the minimum necessary.
Therefore, a sales process that operates with the lean methodology must be built based on:
- a compact and functional team;
- simple and clear tasks;
- shared information;
- teams trained for essential processes.
Knowing what agile management has to do with process optimization and task organization. And, speaking of organization…it’s time to get to know the Kanban methodology!
The basis of kanban is the division of tasks into columns visible by the entire project team, creating 3 columns and naming them as “to do”, “doing”, and “done”.
As much as it may seem an overly simple task, task organization is essential to the routine of successful salespeople. In fact, there are some relevant advantages for those who adopt an agile management methodology, such as:
- manage multiple tickets;
- follow up follow-ups;
- ensure that the customer experience is satisfactory throughout the entire sales process.
Therefore, and not by chance, several software and tools apply kanban to help and streamline routines, as happens in Trello.
Advantages of agile management
In summary, knowing what agile sales management is can bring great benefits to your team. Below, we mention the main ones:
1 – Sales Cycle Reduction
By constantly monitoring the evolution of your sales funnel, you stop wasting time with prospects who aren’t ready to buy. So instead of wasting time, you can guide the team to focus on opportunities with more potential for closing the sale, which is critical to shortening the cycle.
2 – Assertiveness
With inspection and adaptation, the commercial manager can change strategies to obtain more speed and assertiveness. In this way, the seller has better control of sales opportunities, as they are all registered and tracked.
3 – Productivity
A well-targeted sales force with clear goals is better able to achieve results.
After all, by guiding the team on what must be done and following up on the sales process weekly, you automatically have salespeople with more productivity and motivation. And, you know what? Motivation is one of the main positive impact factors on salesperson turnover.
4 – Alignment
The Agile Methodology promotes a faster adaptation of the sales strategy, which results in the sustained growth of commercial results. Therefore, and with the possibility of accessing and modifying the results, the commercial area, the management and the board of directors become aware of the evolution of sales at any time.
5 – Conversion Rate
Through agile and planned management, it is possible to anticipate problems, correct routes, and guide salespeople, with more precision and clarity about the sales cycle of each opportunity. After all, all this is essential to increase your conversion rate.
Now that you know what agile management is and understand how methodologies and tools can help streamline routines, you can move on to the next step: understanding how to apply the techniques in the routine.