Baria Planning Solutions, Inc.: Fixing the Sales Process, Spanish Version Harvard Case Solution & Analysis

Direction is concerned regarding the unsatisfactory performance of the sales team in renewing existing ones and attaining new clients.

The Sales directors feel they don't get the help they require from Sales Support to close new deals, while the Sales Support managers believe they could provide better support by organizing into business-specific divisions. The consulting industry is becoming increasingly competitive and inefficiencies in the sales process at BPS may interfere together with the capability to win new business of the company's.

The recently hired director of North American Sales Support identify the problems facing the sales organization and must analyze the current process stream for Sales Support. The president of the firm has requested her to present a suggestion for enhancing the performance of the entire group.

PUBLICATION DATE: May 19, 2011 PRODUCT #: 412S10-PDF-SPA

This is just an excerpt. This case is about TECHNOLOGY & OPERATIONS

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