agile sales management explained

In our last post on agile sales management we talked about everything you need to know to get your feet wet. We dove into where the agile methodology comes from, how it works, and key principles that can be applied to sales. This time we’re digging deeper into exactly how those key concepts can be used to your advantage for sales management success.

Agile management encourages collaborative flexible environments where teams use data-driven optimizations to expedite the learning process, and help organizations handle unpredictability more efficiently.

While it started as an IT tool, sales teams across the globe are starting to realize the ten principles of agile can be effectively applied to their teams.

  1. Accountability
  2. Adaptive planning
  3. Collaboration
  4. Continuous iteration
  5. Functionality
  6. Measurement
  7. Organization
  8. Predictability
  9. Recognition
  10. Transparency

We’re going to tackle the first five and preview how you can apply these concepts to your sales organization successfully. For even more detailed information, make sure you download our new eBook, The Ultimate Guide to Agile Sales Management.


Agile sales management practices build room for case-by-case flexibility while fostering clarity and guidelines around processes, metrics, and goals. There are several ways you can promote accountability in a more forward-thinking way with agile sales management strategies.

In our eBook we discuss four examples that include:

  • Best CRM management practices
  • Establishing a refined sales process
  • Defining and prioritizing sales targets
  • Understanding key metrics

Adapting Planning

Agile sales management helps sales organization stop sticking hard and fast to the rules by incorporating adaptive planning into their methodology. Instead of giving your sales reps one option for every scenario, you provide them with slightly more freedom to make the right choice, within reason.


Agile sales management encourages collaboration as a tool to boost overall team success. And the numbers back it up. A recent CSO Insight study showed sales organizations with a formal collaboration approach saw a 21% improvement on quota attainment. Download the complete eBook for ways to help your sales reps collaborate.

Continuous Iteration

Agile sales management encourages breaking long term goals into shorter, more manageable segments. This approach allows sales teams to analyze outcomes often, and make adjustments long before the end of the year hits. Breaking the year into quarters will work for larger goals, and week, or two week long segments may be perfect for smaller projects like editing email templates or call scripts.


Agile sales management promotes the process of evaluating the tools currently in use within your sales organization. Ask yourself these five questions to get started determining if you’re ready for a change:

  • Would you use the platform if you didn’t have to?
  • When compared to consumer apps, how intuitive is it?
  • Is it fully functional across all mobile devices?
  • Can it be customized to meet the needs of your sales team?
  • Does it provide context and visuals, or just ables of information?

Agile sales management is an adaptive strategy that will breathe new life into your sales organization. With more flexibility and empowerment to adapt to individual situations successfully, your team will start winning more clients, and generating more revenue.

For a more detailed look at how to implement each of the key principles above, download the complete eBook.

Stay tuned for our next agile sales management post, where we’ll preview the next five principles.

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