You all know it: trench warfare between sales and IT. They can cost businesses a lot of money and are often nerve-wracking. The problems are obvious: While sales based on commissions are more aimed at closing sales (quantity), IT is careful to build high-quality systems. You can imagine that friction is inevitable. In this article I use exaggerated metaphors to better show the scenario. Agility in sales is not a solution #agile sales One solution can be that you simply want to use agile methods in sales. I’ve been called a lot lately and asked how to set up agile sales. I hear sentences from managers like: “Our sales department should become more agile” and from clueless salespeople: “Well, we’re trying to do that with the sprints, but somehow that doesn’t bring us anything”. The perplexed salespeople are absolutely right in my opinion. A salesperson is inherently agile because he…
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My new book together with Paul Niebler and Markus Wenzel is online and in stores! It’s called: The way to the cloud – A…