The Agile Sales: Successfully shaping transformation in sales and service

ISBN-13: 9783658382858 / Angielski / Twarda / 2023 / 241 str.

Claudia Thonet

Opis

The demands on companies are changing rapidly due to digitalization. Today's customers want to be served conveniently, directly, solution-oriented and accommodating at all times on all communication channels. Only flexible, fast and innovative sales and service departments will keep the customers willing to change and also get the young "digital natives" on board. This book is about practical agile working principles and methods, with the help of which you can make your sales department more innovative and agile as a bridge to the customer.On the basis of agile leadership and team principles, you will be provided with custom-fit structures and frameworks to increase the agility of sales teams. How do you successfully implement agile frameworks and methods such as Kanban, Design Thinking, Shopfloor and OKRs in which sales area? Which prerequisites must be created for this? The basis for change is the common understanding and mindset of the decision-makers. The book offers thought models and numerous tips for action. A decisive factor is the strengthening of self-organization and assumption of responsibility through a different understanding of the role of management. Building on this, the book describes practicable agile structures and methods for developing sales and service teams in the direction of transformation and innovation capability.Target group are managing directors, sales managers, executives, consultants and employees from the areas of service and sales.

Spis treści

Culture change in sales.- The new value chain.- Innovation at exploitative and explorative levels.- The agile cycle: from customer requirements to implementation in sales and service.- Architecture and roles.- Frameworks for sales: Open Space Agility Framewwork, Agile Networks, Design Thinking, Service Design Thinking, Teamcanvas, Scrum, Kanban, Shopflor, Delegations Borard.- Moderating Agile - Meeting occasions and designs in sales: Kick-off, Teamforming, Think New, Planning Meeting, Reviews, Shopfloor Meetings, OKR Meetings.

O autorze

Claudia Thonet is an instructional trainer and instructional coach (ECA) and has decades of practical experience in organizational and team development in service and sales in large companies and corporations. She trains trainers and facilitators and is an expert in agile culture change. Together with Svenja Hofert, she has published "The Agile Culture Change" (2019) with Springer Gabler. For several years, she has been considered a pioneer in the transformation of sales areas.

Blurb

Agile principles and frameworks were created for the development of complex products, but they can also be used profitably in sales. This book provides managing directors, sales managers, executives, consultants and employees from service and sales with practical methods that help them to design their sales as a bridge to the customer agile and solution-oriented. After all, flexible, fast and innovative sales and service departments are the only way to retain customers who are willing to change and to win over young "digital natives". Using numerous practical examples, the author shows how and where you can successfully use agile methods such as Scrum, Kanban, Design Thinking, Shopfloor, OKRs and many more.

 

With concrete instructions and helpful tips for a sustainable increase in performance in sales and service and a change in thinking in the interest of the customer.

 

Content

Transformation in sales: How to meet the new requirements

Agilization in Sales and Service: How the culture and structural change succeeds

The agile cycle: from customer requirement to implementation

Frameworks with practical guidance: Open Space Agility Framework, Agile Networks, (Service) Design Thinking, Teamcanvas, Scrum, Kanban, Shopflor, Delegation Board

The author

Claudia Thonet is an instructional trainer and instructional coach (ECA) and has decades of practical experience in organizational and team development in service and sales in large companies and corporations. She trains trainers and facilitators and is an expert in agile culture change. Together with Svenja Hofert, she has published "The Agile Culture Change" (2019) with Springer Gabler. For several years, she has been a pioneer in the transformation of sales areas.

This book is a translation of an original German edition. The translation was done with the help of artificial intelligence (machine translation by the service DeepL.com). A subsequent human revision was done primarily in terms of content, so that the book will read stylistically differently from a conventional translation.