"Agile sales" refers to a sales methodology that adopts the principles of agility and flexibility in the sales process. It is influenced by the agile methodology that originated in software development but is adapted to the needs and dynamics of the sales team and customer interactions.
Some characteristics of agile sales include:
1. Flexibility: Agile sales focuses on the ability to quickly adapt to changing customer and market needs. This involves being willing to change sales strategies and tactics as needed.
2. Collaboration: It encourages close collaboration among members of the sales team, as well as with other departments such as marketing, product development, and customer support.
3. Continuous Feedback: It is based on continuous feedback from both customers and the sales team. This information is used to adjust and improve sales strategies and tactics.
4. Iteration: Agile sales often involves iteration in the sales process. Different approaches are tested, and adjustments are made based on the results.
5. Early Value Delivery: Similar to the concept in agile development, agile sales seeks to deliver value to customers early and continuously, rather than waiting until the end of the sales process.
6. Customer-Centric: It places the customer at the center of the entire sales process, understanding their needs, wants, and challenges and adapting the sales offering accordingly.
7. Clear Objectives: Sets clear and measurable sales objectives, allowing for constant assessment of progress and performance.
8. Continuous Learning: Encourages an environment where continuous learning is paramount. Salespeople are willing to try new ideas and learn from both their successes and failures.
In summary, agile sales is an approach to the sales process that aims to be more responsive, adaptable, and customer-centric. The goal is to increase the effectiveness of sales by embracing agility and collaboration in the sales process.
The Sales Glossary is a compendium of all the most commonly used terminology in sales strategy. Many of the concepts listed here are used when implementing a CRM system or a digital sales funnel, no matter if they are legacy systems or an online CRM. See also our blog that deals with sales techniques, marketing and sales culture.