The Need for Speed: Agility Selling

Abstract

Agility, for a firm, is the capability of operating profitably in a competitive environment of continually and unpredictable changing customer opportunities. The notion of an agile workforce has been discussed as critical to creating an agile organization. Salesforce agility involves two main elements: 1) the ability of the salesforce to respond to changes in proper ways and in due time and 2) the ability of the salesforce to exploit changes and take advantage of change as an opportunity. In the context of the salesforce we propose four basic building blocks in the agility model which includes four major elements: 1) agility drivers and enablers, 2) what the customer is thinking, 3) agility capabilities, and 4) responsiveness: strategy formulation.