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 competitionor a combination of factors.
As you review the case study Baria Planning Solutions, Inc.: Fixing the Sales Process, (located in this weeks resources) consider the issues facing Barias sales support group and Barias general performance problems as a whole. Barias managers must determine the cause or causes of the companys problems before they can develop a solution.
Consider how using feedback loops could be used to evaluate and improve Barias situation. Based on your causal loop diagrams, consider what solutions Baria could implement that might be effective.
For this assignment:
- Using a formal systems diagramming approach, analyze Barias performance and develop a robust effect-cause-effect tree diagram using the 5-Whys tool, as you did previously in the course.
- Create an appropriate, simple causal loop diagram (CLD) that incorporates relevant and logical feedback loops to capture the fundamental system behaviors, outcomes, and causes in the Baria Planning Solutions case study. See the rubric for details on what this diagram should contain. The diagram itself should be one page and can be hand-drawn or drawn with software. Tables are not appropriate; it must be in the form of a diagram.
- Write a summary description, including specific recommendations, that links directly to your 5-why and CLD analyses for improving Barias sales support operations and organization as a whole. (1 single spaced page)