Agile Processes in Telecom Sales Teams

This paper summarizes Professional Scrum Trainer Ahmet Akdag experiences with one sales team’s Scrum transition. The company reviewed is one of the largest GSM operators in Middle East and East Europe region. With over 2000 employees, they provide innovative value added services to over 8 million customers.

The company focused on revenue growth while keeping the EBITDA and EBIT at certain levels for its competency in the market. Those highly challenging objectives and financial goals pushed the sales department to segment its sales channels, especially the enterprise channel according to the revenue potential of the customers.

Consequently a new sales channel called the Large Enterprise founded in order to boost the mid segment of the enterprise sales.