Jess Westerly at Kauflauf GmbH

Jess Westerly at Kauflauf GmbH 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:august 24, 2012 Industry:Technology Source:HBS Brief Cases Jess Westerly is the […]

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Jess Westerly at Kauflauf GmbH

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

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

Publication Date:
August 24, 2012

Industry:
Technology

Source:
HBS Brief Cases

Jess Westerly is the assistant product owner of CRM applications for computer and office supply walers and retailers at Kauflauf, a fast provider of subscription enterprise software headquartered in Heidelberg, Germany. Only months into her job, outsider Westerly tries and fails to implement a change in field consultants’ sales call patterns. Westerly had introduced the changes to the sales organization via a memo that outlined her directive and explained the reasons behind it. Field consultants immediately complained about the infringement on their decisions about how to spend their time and the insensitivity to the relationshiporiented nature of developing business. Three months later, sales statistics show little difference in calling patterns. After explaining, defending, and reshaping her stalled initiative, Waverly presents her amended proposal to key senior executives and is given three weeks to produce an implementation . If the is deemed accept, she will be asked to implement it.

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Jess Westerly at Kauflauf GmbH


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