Case | HBS Case Collection | May 2011

Baria Planning Solutions, Inc.: Fixing the Sales Process

by Steven C. Wheelwright and William Schmidt

Abstract

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.

Keywords: Quantitative analysis; technology; operations management; Product lines; manufacturing; capacity planning; Production Planning; Production; Management Practices and Processes; Service Operations; Supply Chain Management; Salesforce Management; Planning; Consulting Industry; North and Central America;

Citation:

Wheelwright, Steven C., and William Schmidt. "Baria Planning Solutions, Inc.: Fixing the Sales Process." Harvard Business School Brief Case 114-568, May 2011.