Ann Rothman, newcomers, executive vice president of global sales for Quantium technology needs to address the problems associated with the implementation Quantium Sales Siebel, sales force automation (SFA) software solution. Sales representatives were to abandon the system, sales managers complained that the sales pipeline data in the system were not accurate, and the system does not appear, increases the percentage of wins or shorten the sales cycle, as expected. Rothman has to decide how to solve problems that are either fix the system or abandon the project altogether. "Hide
by James Lattin, Dana Nunn Source: Stanford Graduate School of Business 12 pages. Publication Date: November 5, 2008. Prod. #: M311-PDF-ENG
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