SALES PROCESS REENGINEERING AT ROBIN

SALES PROCESS REengineERING AT ROBIN Below are the available bulk discount rates for each individual item when you purchase a certain amount ReGIster as a Premium Educator at hbsp.harvard.edu, plan a course, and save your students up to 50% with your academic discount. Publication Date:October 04, 2018 Industry:financial Services Industry:Technology Source:IMD Robin is a B2B […]

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SALES PROCESS REENGINEERING AT ROBIN

Below are the available bulk discount rates for each individual item when you purchase a certain amount

Register as a Premium ucator at hbsp.harvard.edu, plan a course, and save your students up to 50% with your academic discount.

Publication Date:
October 04, 2018

Industry:
Financial s

Industry:
Technology

Source:
IMD

Robin is a B2B technology (SaaS) startup, found in Boston, MA in 2014, that develops and sells workplace software products to help companies manage meeting room schuling. In March 2016, following a period of underperforming sales results, Sam Dunn, sales leader and co-founder of Robin, realizes that he must to the sales area if he is to achieve Robin’s sales targets and meet the expectations of the company’s venture capitas. In two months’ , Dunn will pitch to the inors for Series A funding. His dilemma is clear; the current sales results do not show the requir “repeatability and scalability” requir to convince the inors. Dunn realizes he must and present a rework sales process. This “re-engineering” exercise prompts him to also queon if he has the right team in place to implement a possible “new and d” process.

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SALES PROCESS REENGINEERING AT ROBIN


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