Growth hacking sales management - slides from a presentation I did at Innovation Nest, Krakow, October 2014. The presentation was on how to leverage Scrum in order to successfully build and scale a large sales force.

1. How To Get Your First 1,000 Paying Customers
How To Scale A Sales Team

2. Dimitar Stanimiroff
Managing Director Stack
Overflow Careers EMEA

3. The Story So Far
0 5 10 15 20 25 30 35 40
Sept 2011 – EMEA Office opens [1 sales person]
Sept 2014 – 25 sales people; 2 sales managers; 1 sales support

4. Building Sales Orgs in 3 Phases
Proving Product Value
Understanding your Pitch
Scaling the organisation

5. Phase 1: Proving Product Value
0 5 10 15 20 25 30 35 40

6. Phase 2: Understanding Your Pitch
0 5 10 15 20 25 30 35 40

7. Phase 3: Scaling
0 5 10 15 20 25 30 35 40

8. Q: How do you successfully build a
large sales force?
A: Think like a programmer!

10. What Is Scrum?
Scrum originates as an iterative and
incremental agile software development
framework for managing software projects.
Its focus is on "a flexible, holistic product
development strategy where a development
team works as a unit to reach a common
goal".

11. TH
EProblem
Image Source: http://www.empireonline.com/features/how-to-win-at-poker/

12. Image Source: http://www.renotechs.com/tag/marketing/
The Problem With Sales Management

13. Scrum Benefits

14. Putting It All Together: How It Works

15. Scrum In Sales: How It Works
• Teams of 5/6 people.
• Team Structure: Scrum Master (Sales Team
Lead); Team Members (Sales people) &
Product Owner (Sales Manager)
• Months are broken down into 4 sprints
• Standups at the beginning of each sprint and
sprint reviews at the end
• Monthly Retrospective

16. Image Source: http://www.f1fanatic.co.uk/wp-content/uploads/2010/07/hami_mcla_hung_20102.jpg
Running Lean

17. The Evolution Of Scrum

20. Image Source: http://welovecovers.blogspot.co.uk/2013_03_01_archive.html

21. Dimitar Stanimiroff
dimitar@stackoverflow.com
@Stanimiroff
Blog:
www.developingsales.com