Case Study: Business Process Management

Business Process Management has gained recognition in the Information Systems discipline (Schmiedel, Vom Brocke, & Recker, 2014).

Is a “disciplined approach to identify, design, execute, document, measure, monitor, and control both automated and non-automated business processes to ensure targeted and consistent outcomes” aligned with the strategic goals of the organization as well to take advantage of improvement opportunities (ABPMP, 2009,p.24; Schmiedel et al., 2014).

It allows a company to align their business strategy with their processes, increasing the performance through improvements in the precise activities of a department or across the enterprise (ABPMP, 2009).

Business Process Management is considered the art and science of overseeing

The principal purpose of BPM is to increase the efficiency and effectiveness of organizational processes through improvement and innovation (Schmiedel et al., 2014).

The implementation of BPM requires the commitment of all the organization because induces new roles, responsibilities, and tasks derived from the shift from a vertical or functional focus to a horizontal or process focus (Schmiedel et al., 2014).

As the business processes move through an iterative and phased activities, defined as BPM lifecycle, they are affected and controlled by their main pillars - values, beliefs, leadership and culture (ABPMP, 2009).

During the past century, business models became the main strategy to reduce costs, improve quality, and customer satisfaction, however implementing them is hard and entails significant risks but, even though, helps the organization to respond to changes (Euchner & Ganguly, 2014; Lindsay, Downs, & Lunn,

Sales management is defined as “the planning, direction, and control of personal selling, including recruitment, selection, equipping, assigning, routing, supervising, paying and motivating” as these tasks apply to a personal task force (Kundu & Bishnoi, 2009,p.3).

Every sales company knows that to have success is necessary to first analyze the market, establish a strong relationship with consumers and invest in an efficient sales system to have an exponential grow and be able to compete in the market.

Furthermore, the solution starts by analyzing the current sales processes and evaluate the need for changes made through business process management and innovation.

According to this statements, the questions that require answers are:

1. Using the current sales processes, are companies getting all the benefits of the sales management?

2. Are they doing it in the best possible way?

3. Is it important to change the current