Baria

In the case study for Baria Planning Solutions complaints were made regarding the timeframe of deliverables from the Sales Support group. In 2010 the performance of the sales team was below average and that made it hard to get and keep clients. This caused problems for the organization because they were not sure how to handle the problems. This incompetence from the sales team showed that they lacked the team skills needed to make the sales which caused a decline in the sales along with a lack of planning. The consumer confidence also declined because the sales team could not meet the deadlines which caused a lack of trust in completing the job. Management didn’t understand the how to utilize the staffing and was concerned that they were not equipped with enough staff. As the feedback from the customers showed that, “they did not have their ducks in a row” by the sales presentation group. After the economy began to decline Baria needed to also get their costs under control. Baria reorganized the organization to industry specific groups to better get a handle on their process flow.

Recommendations:

Using the feedback from the clients and potential clients work on getting the sales team on track with having proposals completed ahead of time to eliminate the problem of not prepared.

Evaluate and reorganizing the staff in key positions that require more or less time.

Ongoing training of the sales team to make sure that proposals and deliverables are in good standing.

References

References

Wheelwright, S. C., & Schmidt, W. (2011). Baria Planning Solutions, Inc.: Fixing the sales p process [Case study]. HBS Case 4568.Boston, MA: Harvard Business School. Retrieved

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