How to Get More E-commerce Sales with Scrum

Retail trade is constantly innovating. E-commerce managers need to adopt more modern processes with a focus on results.

The biggest challenge is to understand the process and the language used by the development team.

Prospecting is all the way to attract the attention and attraction of customers to your e-commerce company. In active prospecting, you take information about your company to the customer without having to ask for it.

In passive prospecting, the leader is whoever contacts you in search of information, products, or services.

From the validation, and the results obtained with the prospecting, the company must make constant changes in sales speeches and strategies.

In this article, you will find out some strategies for e-commerce sales utilizing Scrum tools for hitting more sales.

How to think and master e-commerce sales through Scrum?

The e-commerce project arises from a need. At this stage, you need to list everything you want in the product.

An effective e-commerce project management must be based on Agile Methodologies practices, which are a set of techniques to have more speed, efficiency, and flexibility.

It has always aimed at the interaction, collaboration, and experimentation of everyone involved from the idea to the final product. In this model, which is different from classic project management, scope changes happen along the way.

The Scrum methodology was created by two developers and is widely used in the software and systems market. Part of the so-called agile methods, it is based on cycles of activities for the smooth running of a project.

Every cycle has sprints, which goal is to enhance teamwork, monitor the product’s evolution, and understand where each action is pointing, thus ensuring future results.

The idea behind Scrum was to reduce bureaucracy and eliminate misalignments that delayed deliveries in the technological market.

What are the Scrum characters for e-commerce companies?


It is the party interested in the organization of the project that, in some way, is impacted by the company’s actions. They are customers, suppliers, employees, communities, and investors, for example.

Product Owner

The product owner is responsible for the customer’s project. It is there to ensure that this investment returns value to stakeholders.

Scrum Team

It is the agency’s team responsible for the tasks.

Scrum Master

The agency’s project manager is responsible for managing the scrum team.

What are the Scrum steps for E-commerce companies?


It’s breaking up project steps in order of relevance and solving a part of a complex problem. This partial solution is represented by an incremental version of the product, which can be inspected together to decide what should happen in the following Scrum steps:

Sprint Planning

This is when the scrum team makes a basic goal plan for the next sprint.

Daily Scrum

Occurs every 24 hours to allow developers to navigate the complexities involved. Here, they inspect progress and necessary adjustments.


1. Product Backlog

It’s a list containing everything you want from the product. Transparently, the product owner shares it with the scrum team, which is committed to the product’s objective.

During this work, the product backlog continually changes to reflect new insights and opportunities that arise over the period.

Upon completion of the delivery, a new product goal must be defined maintaining the focus and commitment assumed.

Items are sorted according to their relevance, to the interests of the product and its stakeholders. The scrum team understands what it takes to achieve the goal and works on each idea, hypothesis, bug, feature, or task.

2. Sprint Backlog

This process is not static and changes as teams learn more during the Sprint. In close collaboration with the product owner, developers can add or remove items based on how much time is left in the sprint and the relevance or need for those items to the sprint goal.

Simply put: it is a period of 2 to 4 weeks the project is being planned and executed.

At this stage, the scrum team and the product owner hold daily meetings of 10 to 15 minutes to make communication transparent, inspect progress, and make necessary changes to achieve the objective.

3. Finished Work

It is the increment, that is, an item from the product backlog that has been completed. Each increment represents a step towards the overall product goal.

If multiple scrum teams work on a single product, they integrate their work into a single increment each sprint so that an effective inspection can take place and then get feedback from the product owner.

4. Sprint Review

The review takes place at the end of each sprint, before the retrospective. This is the moment when the product owner brings together all interested people and those who create the product to inspect together. And then decide the next steps according to current market conditions, budgets and schedules. 

Based on the retrospective that the scrum team learned from inspecting their collaboration, they may decide to make adjustments to improve the effectiveness of the next sprint’s delivery.

The Scrum methodology in the e-commerce world

Active prospecting happens when the company actively goes after the customer with information about its products or services.

In the online environment, this process usually involves defining the ideal customer profile, building personalized approaches, using tools to attract prospects, and setting up cadence flows for contact.

To give results, all these activities need to have an agreement in full alignment with the company’s objective.

And this is where the Scrum methodology comes in.

Set your goals

The first step of the method consists of defining the main objective of the service, product, or campaign. It’s basically how to define the concept of a Big Idea in marketing.

Think about the purpose of the project, what your brand wants to achieve with it.

When building this objective, it is essential to study your market statistics and projections. Search for data from the government, competitors, institutions that carry out surveys for the sector.

This exercise will help keep your goal realistic, yet bold.

In this first step, it is already possible to decide all the goals with numbers. Think of all the fees that matter to your business.

As it is a complex phase, it is possible to schedule more than one sprint. Take full advantage of this meeting format: discuss ideas, ask questions, counter other opinions.

How to get there

At this point, the team must understand what strategies to adopt based on the chosen objective and the metrics considered important.

This stage further highlights the need for the participation of professionals from different areas.

Each employee must contribute with the methodologies and techniques they know. In addition, they can bring points about the operation of their area.

When they suggest ideas together, under the same objective, teams complement each other. For example, in Marketing, sales, production, and technology areas.

Perform an efficient operation

Your business should continue with weekly sprints. In these meetings, it will be possible to understand what percentage of the proposed goal that your team can achieve.

In addition, the scrum methodology also proposes small daily meetings, called daily. They should last approximately ten minutes. They serve to beat the next actions and their success metrics.

In the long term, the result will be more efficiency in the processes, teams engaged in the strategy, and a fully aligned operation.

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