Abstract

This study explores the relationship between Agile Management practices and sales team performance through the theoretical framework of Dynamic Capabilities. The research aims to understand how the implementation of Agile principles—such as iterative planning, continuous feedback, and cross-functional collaboration—enhances an organization’s ability to sense and respond effectively to market dynamics. Using an empirical dataset of 1,442 sales transactions recorded between 2020 and 2023, the study examines performance trends across different Agile certification programs and time periods. The analysis reveals a significant improvement in sales performance following the introduction of Agile Management practices, with the most notable growth occurring between 2020 and 2022. Among the analysed programs, Professional Scrum Master (PSM) and Certified Scrum Product Owner (CSPO) achieved the highest cumulative sales, highlighting the commercial effectiveness of Scrum-based methodologies. The findings provide empirical evidence that Agile Management strengthens Dynamic Capabilities, specifically the organizational abilities to sense, seize, and transform in response to changing environments. These enhanced capabilities not only improve immediate sales outcomes but also establish the foundation for long-term competitive advantage. By bridging theoretical and empirical perspectives, this study contributes to the growing literature on Agile transformation and strategic capability development. It offers valuable managerial insights for organizations seeking to improve performance, adaptability, and innovation in dynamic market contexts through the adoption of Agile Management practices.

Keywords: Agile Management, Dynamic Capabilities, Sales Team Performance, Organizational Agility, Empirical Analysis

How to Cite:

Sarmini, S. & Maulana, W., (2026) “Dynamic Capabilities and Agile Management: Empirical Evidence of Their Impact on Sales Team Performance”, Agile Management 1(3), 185-199. doi: https://doi.org/10.63913/am.v1i3.135