Scrum for sales : a B2B guide to agility in organization, performance, and management / Michael J. Scherm.
Scherm, Michael J., author.
2021
HF5438.4 .S34 2021
Available Online

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Details

Title
Scrum for sales : a B2B guide to agility in organization, performance, and management / Michael J. Scherm.
Author
Scherm, Michael J., author.
ISBN
9783030829780 (electronic bk.)
3030829782 (electronic bk.)
9783030829773
3030829774
DOI
https://doi.org/10.1007/978-3-030-82978-0
Published
Cham : Springer, [2021]
Copyright
©2021
Language
English
Description
1 online resource : illustrations
Item Number
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
Available in Other Form
Scrum for sales.
Linked Resources
Online Access
Record Appears in
Online Resources > Ebooks
All Resources
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.

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