SWAY (Sales with Agile) Practitioner

Our Trainer

Marina Alex

As an entrepreneur, management consultant, agile coach and pioneer of Agile Sales, Marina specialises in building sustainable and robust agile organisations. She has a strong record of accomplishment with more than 10 years of sales experience. During this time, her sales teams regularly brought over $1.5 mio per year; outperforming all other teams and meetings / exceeding their sales targets.

Over the last 4 years, she has developed an innovative sales technique based on business agility principles and practices; which she has successfully implemented in 4 major organisations across Russia. The most recent of these increased their sales performance from 43% target to over 120% of target.

Marina's extensive sales background gives her a unique understanding of how business works - allowing her to uniquely solve complex cultural and business problems. During this time, she has launched more than 170 agile teams across various industries and worked closely with teams of managers in sales, logistics and medicine.

Marina is the author of SWAY (Sales with Agile system) which today helps many sales teams across the world

What does this training enable me with?

SWAY Practitioner is a great opportunity to obtain the tools, techniques and knowledge about SWAY (Sales with Agile). You will obtain and learn

• how to transform a Sales department to agile
• knowledge about classical and agile sales - a possibility to increase your sales and your clients' sales 3-4 times
• adapted methods of flexible business technologies (tested in actual business environments) - increased sales, high employee engagement, high client satisfaction and happiness

More details about the workshop

Course coverage includes:

• Business agility: understanding agile business - overview and introduction
  + Introduction. Business agile values and principles
  + Key reasons for adopting agile and BA. Agile Manifesto. Values and Principles. Why is the Business world interested in agile? BA: Definition
  + The differences between the traditional business model and BA development
  + Agile outside IT: needs, reasons and adaptation difficulties
• SWAY-system :Sales with agile, part 1
  + SWAY: the foundation - principles and rules
  + Roles in SWAY: Business owner, SWAY coach, SWAY team
  + Crucial factors for the distributed teams. Tools.
  + Analysis of team's ability for agile and BA transformation: Spiral dynamics
  + What stage of Spiral dynamics is agile possible at? What stage of Spiral dynamics is your team at?
• SWAY-system :Sales with agile, part 2
  + Events
  + Planning
  + Demo
  + Retrospective
  + SWAY Artefacts: Sprint list of the 3 month goals, a list of sprint goals, the list of improvements
  + Agile-space. How to prepare space for a new team
  + SWAY in practice:  SWAY cases in business (marketing, sales, etc)
• SWAY-system :Sales with agile, part 3
  + SWAY Canvas: Value-based approach to sales management
  + Traditional and agile sales: key differences
  + SWAY as interdisciplinary system
  + SWAY adaptation to different types of sales (B2C, B2B) FMCG, push-pull sales, sales of service and franchises, online sales, boxing day sales, complex and longer sales. Agile sales funnel
• SWAY-system :Sales with agile, part 4
  + Types of motivation in agile sales: KPI development for agile sales. KPI Development for Agile sales
  + Case-study analysis. Mistakes and difficulties
  + Positive and negative stress
  + Change management. The change curve of the steps supporting success of the team
  + The formula of change