Scrum Alliance Agile in Sales Micro-Credential

Overview

This course equips sales professionals with agile methods to enhance deal flow, customer engagement, and adaptability in evolving sales cycles. Participants learn how to apply agility to sales planning, territory management, forecasting, and pipeline health. Through real‑world scenarios and collaborative exercises, learners will adopt agile mindsets and practices to increase sales effectiveness. This live course is delivered by Scrum Alliance‑accredited trainers and awards a digital micro credential.

Key focus areas include the agile sales process, backlog-driven opportunity management, iterative forecasting, rapid feedback loops, and cross‑functional collaboration.

Prerequisites

There are no formal prerequisites are required for this course. Familiarity with basic sales concepts or agile principles (Scrum, Kanban) is recommended to maximise cohesion.

Target Audience

This course is designed for:

• Sales managers, account executives and sales teams
• Sales enablement and operations professionals
• Leaders and managers in customer‑facing roles
• Organisations aiming to apply agile ways of working to commercial activities

Objectives

By the end of this course, learners will be able to:

• Describe the benefits of applying agile principles to sales operations
• Map traditional sales processes into iterative, backlog‑driven workflows
• Use agile tools such as visual boards, sprints, and retrospectives to manage pipelines
• Forecast effectively using empirical data and short cycle reviews
• Conduct regular feedback loops with customers and internal stakeholders
• Collaborate across functions (marketing, product, support) with agile rituals
• Identify and mitigate common anti‑patterns in agile sales adoption

Outline

Introduction to agile sales

• why agility matters in modern sales environments
• comparing traditional and agile sales models

Understanding sales flow

• visualising pipeline as backlog
• managing sales stages with iteration

Sprints and forecasting

• running sales sprints or cycles
• forecasting based on sprint outcomes, data and velocity

Feedback and adaptation

• conducting weekly or bi‑weekly sales reviews
• rapid “inspect and adapt” learning from wins and losses

Collaboration and stakeholder alignment

• involving marketing, product and customer success in agile sales activities
• cross‑functional stand‑ups and demo sessions

Tooling and metrics

• utilising boards, CRM tools or simple task walls
• tracking metrics: win rate, cycle time, pipeline coverage

Avoiding anti‑patterns in sales agility

• common pitfalls: over‑planning, lack of customer feedback, rigid hierarchies
• techniques to maintain flexibility and customer focus

Scaling agile sales

• applying agile across teams and territories
• aligning sales agility with wider commercial and delivery strategies

Exams and Assessments

There are no formal exams for this micro-credential. Participants demonstrate proficiency through guided exercises, real‑world scenario discussion, and application of agile sales techniques.

Hands-On Learning

• Live, instructor‑led sessions with certified Scrum Alliance trainers
• Collaborative workshops using real‑life sales scenarios
• Templates and visual tools for immediate use (e.g., board templates, cycle trackers)
• Group retrospectives and peer feedback on agile sales approaches