Key Account Team (KAT) Essay

As a solvent of the recent meltdown in mortgage-backed securities market, C&Bs changed its intra concourse processes so as to react competitively and increase its market sh are. Two primaeval changes occurred the creation of a Key bank none Team ( qat) and the restructuring of the division-wide performance management frame, which would economic aid determine a gross revenuepersons annual compensation. Although there are nearly disadvantages to the sweet system, Winston should pep up the KAT invention to other regional managers. The new system not only helps managers have a well-rounded understanding of its salespeoples performance, it excessively helps the company to allocated appropriate resources to money-making accounts. Because the taxable securities group represented 60% of total sales in the office, C&Bs created KAT, a group of 5 highly specialized salespeople, to fulfill the enquire for to a greater extent product expertise in higher margin segments.The adva ntage of having KAT was that customers now had salespeople who offered in-depth, technical advice on detail issues. Furthermore, Kat along with the new military rating system increased the frequency of colloquy between the New York and capital of Massachusetts offices. Lastly, the new structure allowed the best salesperson to be focused on the product needing the well-nigh help. On the other hand, others argued that this change do it more complicated to make large, multiproduct trades because more people needed to be involved. some other con was that salespeople felt too specialized, thus, restrain their career prospects. Nevertheless, the change had generated higher remuneration per dollar of sales in the Boston Office.Additionally, with the new compensation system, commissions were driven by sales volumes in areas of specialization and not from demand in within the customer base. This meant that there was an even higher orifice for salespeople to generate more income. Thu s, specialized salespeople were even up for this so called limitation, meaning that their inclination to reserve the firm could be swayed. Although there are some disadvantages to becoming more specialized, C&B has to accommodate its clients and their inescapably in order to be competitive. Therefore, Winston should recommend its new structure to other regional managers because itll make the company the one immobilise for companies looking for specialization in riskier segments.