{"id":3336,"date":"2016-10-10T21:55:59","date_gmt":"2016-10-10T16:25:59","guid":{"rendered":"https:\/\/saleschakra.com\/en\/?p=3336"},"modified":"2016-10-11T13:39:26","modified_gmt":"2016-10-11T08:09:26","slug":"organize-sales-teams-recommend-morning-scrum-meetings-end-week-review-pipeline","status":"publish","type":"post","link":"https:\/\/saleschakra.com\/en\/organize-sales-teams-recommend-morning-scrum-meetings-end-week-review-pipeline\/","title":{"rendered":"How do we organize sales teams? Do you recommend morning “scrum meetings” and then end of the week review of pipeline?"},"content":{"rendered":"[vc_row type=”in_container” scene_position=”center” text_color=”dark” text_align=”left” class=”para” overlay_strength=”0.3″][vc_column column_padding=”no-extra-padding” column_padding_position=”all” background_color_opacity=”1″ background_hover_color_opacity=”1″ el_class=”custom-inline-icons-twt” width=”1\/1″][vc_column_text]If you\u2019re small, \u00a0not just in terms of sales team size but also just kick-started sales process, daily scrum can help a lot in sales team enablement, \u00a0understanding rep\u2019s challenge areas as well as establishing inter-team partnership to resolve sales challenges.<\/p>\n

The purpose of the sales scrum should be to define & refine your sales process as well as get a hang of early indicators of success \/ failure.<\/p>\n

Your sales scrum would be a success only if<\/p>\n

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  1. You as the sales manager ( also called scrum-master) go in daily scrum\u00a0with an intent to establish leading indicators of sales success<\/strong> that translate to actual sales at the end of the month. In other words, what does a successful sales rep do in a day or how he structures his day that leads to his\/her better performance at the end of the month?You should be able to quantify those leading indicators after consistently following 15 min scrums daily for few weeks. It is imperative that at this stage you should also have somewhat loose definition for sales process<\/em>\u00a0(i.e. identify, connect, educate and close stages) to be able to track leading indicators like call, demos, meetings, etc that propel prospects through each of these stages.<\/li>\n
  2. Daily scrums play out on team-work<\/strong> i.e. inter-dependability of your sales reps on each other as well as with other departments. For example, bringing to table the marketing team to hear sales rep\u2019s challenges on content -gap, can help align the two teams with respect to their priorities.<\/li>\n
  3. Keep daily reflection<\/strong> (led by reps) as part of the exercise i.e. evaluating what was good \/ bad and ugly from previous day\u2019s work.<\/li>\n<\/ol>\n

    While scrums are high cadence meetings, (and spread across wide range of sales updates), there should be 3 other types of sales meetings with lower frequency but highly specific. These meetings are also \u2018independent works\u2019 of sales reps and does not need any input from external players. I\u2019ve covered these 3 meeting types in first part of Productivity Plan blog posts<\/a>.<\/p>\n

    \"sales-productivity-sales-meetings\"<\/p>\n

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    1. Pipeline Update Meetings<\/strong> – with 100% focus on keeping pipeline of opportunities as accurate as possible. This meeting\u2019s goal is to keep pipeline fresh & accurate. This meeting should be centered around questions like :\n