1. 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

2. 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