The paper “ Jess Westerly at Kauflauf GmbH - Actions to Change the Call Pattern to Be a Success” is a potent example of a case study on management. Jess Westerly an assistant product owner of CRM applications for computer and office supply wholesalers and retailers at Kauflauf, a fast-growing provider of subscription enterprise software headquartered in Heidelberg, Germany. After a few months of working at the institution, Westerly tries to implement a management strategy that entails the field consultants’ sales call patterns that unfortunately fail. The driving force behind the introduction of changes to the sales organization was to facilitate sales and Westerly communicated the idea via a memo that outlined her directive as well as explaining underlying issues under discussion.
However, there existed commotion among Field consultants about infringement on their decisions, ways of spending their time as well as the insensitivity to the relationship-oriented nature of developing business. The paper dwells on the case study Jess Westerly at Kauflauf GmbH. Jess’ s effective on charge as an assistant product owner at KauflaufAfter a period of extensive work, Jess Westerly an assistant product owner of customer relationship management (CRM) applications for computer and office supply wholesalers and retailers at Kauflauf GmbH received approval from Klaus Kristoff to implement her initiative for sales call patterns during the November 21st, 2011.
Jess Westerly’ s work at the company involved positioning the group’ s products in line to optimize designs, sales, and profitability (Taylor, 2014). At the time, Jess was assuming her duties at the company; Kauflauf had made important strides towards the annual subscription sales. This was possible by giving priority to mid-sized and top-tier smaller firms that benefited able for cloud-base subscription software enabling different approaches to meet the market demand with suitable personnel to aid clients. Jess Westerly is a graduate with vast experience in software service providers in the United State.
She circulated an email to her colleagues in sales asking them to redirect call patterns in order to reach out for larger and potential purchasers of customer relationship management (CRM) software services. Jess’ s record of accomplishment plus her effort at Kauflaug GmbH resulted in Tim Roeder, a product owner for all the CRM service and her present boss to support her plans to formulate changes within the sales.
According to Callaway (2013), Tim’ s approval Jess led in drafting a memo that contained directives. At the same time, she was able to amplify her reasons behind her actions and was willing to offer solutions to anyone who was interested in seeking clarification. The failure of the call pattern changesIn the event of the implementation of the change call patterns, complaints arose from all quarters as workers were angered by the memo sent by Jess Westerly.
The illustration contained in the memo about how employees should spend their time, in the same way neglecting the existing relationship-oriented nature of developing business ventures across Asia stirred disagreements. Even after a clearer and vivid explanation with probability for a bright future within the sector after embracing the changes, reports from other regions were similar. Regional sales directors starting with Robert Lin in-charge of the Asia-Pacific among other directors supervising the field consultants that dismissed the memo without seeking further comprehension. Most individuals resorted that Jess’ s recommendations were based on uniformity thus was likely irrelevant before finding out.