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Implementing Sales Force Automation at Quantum Technology Case Solution

Solution Id Length Case Author Case Publisher
789 357 Words (2 Pages) James Lattin, Dana Nunn Stanford Graduate School of Business : M311
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Quantum Technology is a seller of computer hardware and seller to organizations. The organization engages in business-to-business sales and derives a large proportion of its revenues from sales of servers to enterprises. Quantum Technologies implemented an application named Sales Force Automation. The objective of the implementation of SFA was to improve sales projections and to reduce lead conversion time. Despite sizeable investment in the purchase of the application and training of sales force, the application failed to deliver the initial objective.

Following questions are answered in this case study solution:

  1. Problem Statement

  2. Analysis

  3. Alternatives

  4. Recommendation and Conclusion

Implementing Sales Force Automation at Quantum Technology Case Analysis

Analysis

An evaluation of the facts of the case indicates that the sales personnel of the organization is hesitant in sharing details of their sales leads. The information entered into the SFA system tends to be highly subjective in nature. The sales personnel of Quantum Technologies do not feel confident in assigning a percentage to the progress of their sales leads. The facts of the case reveal that sales managers of the organization are unable to make sales forecast or to develop strategies to improve sales due to lack of sufficient data for decision-making.

Alternatives

i. Adopt a Different Application

 The first alternative is to discontinue the use of SFA at Quantum Technologies. The organization can purchase a different application for automation of the sales function of the organization. 

ii. Create a Buy-in of the Sales Team 

The second alternative is to bring about a change in the mindsets of the sales personnel of the organization. The sales personnel of Quantum Technology should be alleviated from the fear of sharing information about the progress of their sales leads.

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