Sales and Agile, Oil and Water?
Salespeople have the uncanny ability to over-commit, over-promise, and not necessarily be encumbered with the facts. Project Managers are then left holding the bag to deliver on these over-promises and over-commitments.
Derek Morrison suggested that before a salesman makes tall claims about solving a business problem within a given timespace and budget, he should understand to operate within the Agile framework. Some of his key points for operating within the framework included
- Make commitments only on products that are released and being shipped.
- If a functionality is not available out-of-the-box then do not make a commitment.
- Understand the iteration and release cycle of when the features would be available.
- Give feedback on requests for bespoke development, the product managers would be able to align the requests to the roadmap.