Managing People and Performance

Topics: Project management, Management, Sales Pages: 23 (5731 words) Published: February 1, 2011
Improvement plans for the Ericsson Sales Process – Managing process, systems and projects Henley Assignment

Jerry Mathew Student Number: 18902032

Word count: 5217

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Table of contents
1. Introduction..................................................................................................................... 3 2. Analysis of current issues with the sales process............................................................ 4 2.1 Key interfaces of the sales process ........................................................................... 4 2.2 Performance objectives............................................................................................. 8 2.2.1 Operational resource capabilities..................................................................... 10 2.2.2 IT resource capabilities .................................................................................... 11 2.2 Principle Strategies ................................................................................................. 13 2.2.1 Planning and control ........................................................................................ 13 2.2.2 Capacity ........................................................................................................... 13 2.2.3 Current Issues................................................................................................... 14 2.3 Quality and Improvement ....................................................................................... 14 2.3.1 Current Issues................................................................................................... 14 3. Proposed Course of action ............................................................................................ 15 3.1 Prioritizing action.................................................................................................... 15 3.2 Performance objectives........................................................................................... 15 3.2 Principle strategies .................................................................................................. 16 4. Implementation and Impact .......................................................................................... 17 4.1 Actions required...................................................................................................... 17 4.1.1 Project environment ......................................................................................... 17 4.1.2 Project definition.............................................................................................. 18 4.1.3 Planning ........................................................................................................... 19 4.2 Requirements to secure business benefits............................................................... 22 4.2.1 Implementation success ................................................................................... 22 4.2.2 Managing the transition cycle.......................................................................... 22 4.2.3 Quality.............................................................................................................. 23 4.2.4 Risk and resilience ........................................................................................... 24 4.2.5 Improvement Path............................................................................................ 25 5. Reflection and dependencies......................................................................................... 26 6. References..................................................................................................................... 27 7. Appendices.................................................................................................................... 27

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1. Introduction
The focus of this assignment is on a specific process within telecommunication equipment vendor...
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