Pplication with Peer Review: Fixing the Sales Process

Application with Peer Review: Fixing the Sales Process

When sales decline, it might not be obvious what needs to be fixed. The problem causes might be due to obsolete products, a poorly performing sales team, or new competitiona or a combination of factors.

As you review the case study a?Baria Planning Solutions, Inc.: Fixing the Sales Process,a? (located in this weekas resources) consider the issues facing Bariaas sales support group. Bariaas managers must determine the cause or causes of the companyas problems before they can develop a solution.

Consider how using single, double, and multiple feedback loops could be used to evaluate Bariaas situation. Based on your loop diagrams, consider what solutions Baria could implement that might be effective.
Assignment

For this Assignment, prepare single feedback loop, double feedback loop, and multiple feedback loop diagrams of the issues facing the sales support group. Based on your diagrams, propose a solution to Bariaas problems. Write a 1-page summary of the solution you propose.
Post a draft of your summary paper and diagram to your Peer Review Forum in the Assignments area of the course navigation menu by Day 3 (refer to the instructions in Day 7 on peer feedback groups).

General Guidance on Assignment Length: Your summary and diagram will typically require 4a 5 pages (2a 3 pages if single spaced), including the diagram.

REFERENCES:

Meadows, D. H. (2008). Thinking in systems: A primer. White River Junction, VT: Chelsea Green.
Chapter 2, a?A Brief Visit to the Systems Zooa? (pp. 35a 72)
Simple systems generate their own behavior based on the systemas unique structures. To explain the principles of complex systems, Meadows uses the example of a zoo.

Senge, P. M. (2006). The fifth discipline: The art & practice of the learning organization. New York, NY: Doubleday.

Chapter 5, a?A Shift of Minda? (pp. 68a 91)

Chapter 5 reveals the need for embracing a systems thinking mindset for help in effectively and efficiently handling the complexity of todayas world.

Chapter 6, a?Natureas Templates: Identifying the Patterns That Control Eventsa? (pp. 92a 112)

Chapter 6 addresses the importance of mastering the identification of
systems archetypes as well, as how to do so.

Appendix 2, a?Systems Archetypesa? (pp. 390a 400)

Appendix 2 summarizes different systems archetypes. As you review Appendix 2, focus on the structures, descriptions, early warning symptoms, management principles, business stories, and additional examples provided for each archetype.

Campbell, D., & Lu, R. (2012). Affinity Plus: Priorities and performance pressures [Case study]. HBS Case 9-112-095. Boston, MA: Harvard Business School. Retrieved from a7831c9ebee6d2a39c70331ff3f1b1d3

Success can be difficult to manage, as the Minnesota-based credit union Affinity Plus discovered. Like other credit unions, Affinity Plus benefited from growth in the wake of the financial crisis of 2008a 2010, as consumers sought institutions untainted by the crisis. In this case study, Affinityas managers need to determine how to balance growth with customer service and profitability.

Wheelwright, S. C., & Schmidt, W. (2011). Baria Planning Solutions, Inc.: Fixing the sales process [Case study]. HBS Case 4568.Boston, MA: Harvard Business School. Retrieved from 13fbbbd06a6b67e4b938634732c8304c

In this case study, a new manager must determine how to improve sales in an environment with new competitors and at a company still absorbing several acquisitions.

Ben-Menachem, M., & Gavious, I. (2008). Economic desirability and traceability of complex products. Electronic Journal of Information Systems Evaluation, 11(3), 155a 166.
Retrieved from the Walden Library databases.