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About:

SWAY is a new sales development system that is founded on personal leadership, cross-functionality, and a value-based approach.
SWAY is suitable for target-oriented companies who are interested in creating real discernible value and satisfaction for their customers.
SWAY rests on the Scrum framework and Agile philosophy as well as a coaching-based approach and leadership principles.
SWAY enjoys an almost immediate positive impact in sales with significant increases in sales reported in the first 6 months: all due to the efficiency of the system and full engagement of the employees.

SWAY is based on the following principles:

• Continuous self-development
• Discipline and target orientation
• Love for people/customers

During this workshop, we will cover:

• Key SWAY tools and techniques
• Understand how SWAY intersects with traditional Agile
• Adapting methods of flexible business technologies (tested in actual business environments) to increase sales leading to high employee engagement and optimum customer satisfaction
• Discover «Here and Now» practices
• We ensure that there is an individual approach to each programme participant augmented through interaction and support in a closed group

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Course coverage includes:

Business agility: understanding agile business – overview and introduction 

• Introduction. Business agile values and principles
• Key reasons for adopting agile. Agile Manifesto. Values and Principles. Why is the Business world interested in agile? Business Agility Definition
• The differences between the traditional business model and the business agility model
• 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 and tools for distributed teams
• Analysis of the team’s ability for business agility 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: Quarterly plan of 3-month goals, a list of sprint goals, list of improvements
• Agile-space. How to prepare an agile 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 an interdisciplinary system
• SWAY adaptation to different types of sales (B2C, B2B) FMCG, push-pull sales, sales of service and franchises, online sales, special event sales, complex and longer sales. Agile sales funnel

SWAY-system: Sales with agile, Part 4 

• Types of motivation in agile sales: OKR development for agile sales
• Case-study analysis. Mistakes and difficulties
• Positive and negative stress
• Change management. The change curve and steps supporting success of the team
• The formula for change

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