Concurrent users
Unlimited
Authorized users
Authorized users
Document Delivery Supplied
Can lend chapters, not whole ebooks
Title
Scrum for sales : a B2B guide to agility in organization, performance, and management / Michael J. Scherm.
ISBN
9783030829780 (electronic bk.)
3030829782 (electronic bk.)
9783030829773
3030829774
Published
Cham : Springer, [2021]
Copyright
©2021
Language
English
Description
1 online resource : illustrations
Other Standard Identifiers
10.1007/978-3-030-82978-0 doi
Call Number
HF5438.4 .S34 2021
Dewey Decimal Classification
658.8/1
Summary
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.
Bibliography, etc. Note
Includes bibliographical references and index.
Access Note
Access limited to authorized users.
Digital File Characteristics
text file
PDF
Source of Description
Online resource; title from PDF title page (SpringerLink, viewed November 15, 2021).
Series
Future of business and finance. 2662-2475
1. Agility Is More Than a Buzzword. Why B2B Sales Organizations Must Become Even More Adaptive
2. From Agony to Agility: The Emergence of Scrum as a Leading Agile Framework
3. Customer Acquisition: Team Dynamics and the Soft Beat of the Drum
4. Opportunity Management: Managing Complexity and Ambiguity
5. Pipeline Management: Overcoming Our Reptile Brain
6. Managing the Agile Salesforce in Scrum
Epilogue: Agile Is Dead-Long Live Agile.
