Abstract
In today’s highly dynamic environment, companies not only need new products and servicesbut also an innovative functional sales process. Companies that have an agile environment cancreate more innovative products and services. Over the past 25 to 30 years, agile methodologieshave drastically altered the process of software development. Recently, they have started tospread across a broad range of industries and functions. Yet, scant research has investigated theuse of agile methodologies in the sales industry. Hence, this paper contributes to the researchon agile methodologies by extending the context into sales and by providing important mana-gerial implications. The findings are based on in-depth interviews with sales representatives andagile experts across four countries. Benefits and impediments of agile methodologies in salesare outlined and success factors are described.
Recommended Citation
Guenzel, Lilian and Gillespie, Adamson
(2020)
"Agile Sales: An Exploration of Agile Methodologies in Sales,"
Journal of Business, Industry, and Economics: Vol. 25, Article 6.
Available at:
https://roar.una.edu/jobie/vol25/iss1/6