author used the Scrum management tool to optimise the processes of two sales
teams. Different types of measures were used in two business units to define
success in an agile improvement setup over 21 weeks. The team that focused on
calls and activities performed better both quantitatively and qualitatively
than the team that tracked leads and focused on financial values of contracts. The
paper concludes that activity based measures is a pre-condition for success in
a sales environment that will utilise SCRUM as an optimisation method.
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