Opportunity Management Agile Solution Tool Process Content People Opportunity Management Account Management Instructions Assemble Your Project team (2-3 Managers, 3-4 reps) Have each member identify the issues that are impacting productivity in each area Rank the issues by how critical they are in making the next quarter’s number Agree on 1; table the rest and complete the process again next quarter

Agile Solution Tool – Example Process Content People Opportunity Management No clear hand off between leads and opportunities causing reps to chase wrong prospects Marketing has given us plenty- Reps need to know when to use which pieces We have promoted farmers into hunters. Many struggling to adopt new behaviors of a hunter Account Management Lack of consistent account based marketing to generate new leads Product focused vs. customer focused 4 New Key Account Managers Lacking strategic thinkers that have C suite credibility