Case Name :      Baria Planning Solutions, Inc.: Fixing the Sales Process

Authors :           Steven C. Wheelwright, William Schmidt

Source :             HBS Brief Cases

Case ID :            4568

Discipline :        Operations Management

Case Length :    16 pages

Solution sample availability : YES

Plagiarism : NO (100% Original work)

Baria Planning Solutions (BPS) is a consulting firm that specializes in using spend analysis to help companies identify savings through reduced procurement costs and improved supplier performance. Management is concerned about the disappointing performance of the sales team in attaining new clients and renewing existing ones. The Sales directors feel they do not get the help they need from Sales Support to close new deals, while the Sales Support directors believe they could provide better support by organizing into industry-specific divisions. The consulting industry is becoming increasingly competitive and inefficiencies in the sales process at BPS may interfere with the company’s ability to win new business. The recently hired director of North American Sales Support must analyze the current process flow for Sales Support and identify the problems facing the sales organization. The president of the company has asked her to present a proposal for improving the performance of the entire group.