Chapter 5

Agile Sales Concept 5: Sprints

During the studies conducted by Nonaka and Takeuchi (Nonaka and Takeuchi, 1986) in Japan, they noticed an iterative, cross functional teamwork approach to product development. This was entirely different from the predominant Western approach to large projects which ran in a linear flow over a long period with stage gates. It was likely a demonstration of the Deming cycle, as developed by Edwards Deming following the World War II (Figure 5.1). Japanese businesses, as a whole, embraced Deming’s scientific ideology.

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Figure 5.1   Deming Cycle.

This approach has become the backbone of continuous improvement ...

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