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Jess Westerley Case

Recommendations

1. Better Communication with internal people:

A. Westerly should be able to communicate the change focus from

relatively small accounts to larger accounts. He should also eectively

communicate with the team about how to go about implementing the

change. Field consultants should be given detailed instructions about

how to drive sales proposition for large clients.

B. She should also mae use of informal channels of communication lie

seminars! informal discussions etc. with "S# $ %eld consultants

because that is more prominent with the culture.

2.Create Awareness about the overall purpose of change

A. &ess Westerley should communicate to the %eld consultants about the

actual purpose and necessity of switch in target segment. She should

also bac her points with the segment analysis done in simpli%ed

manner.

B. She should also try to communicate the value that this change will

create through the increase in the company's bottom line. She should

also try to highlight the fact that increase in company's pro%t will

eventually result in a possible increase in individual compensation.

(. !le"ibility while implementing the Change:

&ess Westerley should be )e*ible enough to incorporate certain changes in

her proposal depending upon the situation.

A. She should attach some additional variable pay to the compensation of

the sales force and a higher variable pay should be given the person

who ropes in a big customers. +his will encourage the consultants to

focus on larger customers.

B. She should also add some rewards and recognition mechanism for

those who wored successfully towards the change she is proposing.

,. She should also utili-e her sales force eectively. For e*ample! she can

utili-e the younger and ine*perienced people for small and medium

customers and e*perienced professionals for large customers.

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. #ngage more with employees:

A. Westerley should try to have regular meetings /formal and informalboth0 with %eld consultants and "S#s to understand their concerns.

B. 1nvolve the ey professionals lie designers and developers in the

meetings and try to bring in cooperative environment between them

and the sales force as it is very much important for bringing out

product customi-ation as per the customer's need.