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Published by:
Stanford Business School (2005)
5 November 2005
12 pages
Data source:
Field research


Ann Rothman, newly arrived Executive Vice President of Global Sales at Quantium Technology needs to address the challenges associated with Quantium''s implementation of Siebel Sales, a sales force automation (SFA) software solution. Sales representatives were abandoning the system, sales managers were complaining that sales pipeline data in the system were not accurate, and the system did not appear to be increasing win rate or shortening the sales cycle as expected. Rothman needed to decide how to resolve the problems, which meant either fixing the system or abandoning the project altogether.


Automation; Customer Relationship Management (CRM); Sales force management; Technology

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