Change management Case Study Example | Topics and Well Written Essays - 1250 words

Change management - Case Study Example verage of the potential purchasers of the customer relationship management software that is used for the professional purpose within the organization. Westerly was responsible for answering the queries from the interested customers. Westerly also explained her research method and the data collection techniques to Robert Lin who is the regional sales director (RSD) for Asia-Pacific. There were two other RSDs who received the negative complaints from the field consultants. Many of the RSDs from Europe and Middle East did not bother to respond to Westerly’s emails as they considered these as irrelevant. However, there were further complaints against her poor performance and she realized that she had failed in undertaking a change management within the organization. After Westerly’s recruitment in Kauflauf, she had to participate in a very short training program of around two months followed by visiting the regional sales directors in the fields and observing their work process. However, she gained an experience regarding the corporate culture followed in various organizations, but the training period was of a very short duration. Westerly was confused with the work process in the relationship driven and solution oriented work process, where technical excellence was considered to be an important factor. She had never worked in an informal atmosphere and the culture was completely unique as well as challenging for her. Many of the employees of Kauflauf considered working in the organization as a source of pride, whereas, very few of them felt that the job seemed frustrating. Westerly had been trained for a very short duration of time and she had to develop a great deal of understanding about the new culture of the organization. Therefore, the change management was a very challenging issue for her and she faced difficulty in understanding the demands of the customers. Hence, her attempt to undertake a change in the sales call pattern failed. Westerly had developed