This Case is aboutÂ BUSINESS PROCESSES, COMPETITION, MANUFACTURING, PERFORMANCE MEASUREMENT, SALES, SUPPLY CHAIN, TIME MANAGEMENT
PUBLICATION DATE: May 19, 2011 PRODUCT #: 412S10-PDF-SPA
The management is anxious regarding the unsatisfactory results of the sales team in renewing existing ones and reaching new customers. The Sales managers feel they do not get the help they require from Sales Support to close new deals, while the Sales Support managers believe they could provide better support by arranging into sector-specific sections.
The consulting industry is growing more and more competitive and the business’s capability to acquire new production may be interfered together with by inefficiencies in the sales process at BPS. The recently hired manager of North American Sales Support identify the issues facing the sales organization and must examine the present process stream for Sales Support. The president of the firm has requested her to present a suggestion for enhancing the efficiency of the whole group.