Campbell and Bailyn's Boston Office: Managing the Reorganization Ken Winston, the regional sales manager at a securities brokerage firm, has reorganized his generalist salespeople into Key Account Teams KAT to increase sales of specialized, higher-margin fixed income products. Winston is also implementing a new corporate performance management system. To help improve coordination between sales and marketing, Winston must solicit feedback from marketing staff on how responsive his salespeople are to marketing directives.
Managing the Reorganization Dear Mr. The changes that your company has implemented have both positive and negative aspects to them. Issues and Analysis Issue 1: However, if your team members start to believe that their current role has no advancement opportunities, they may leave your company to find a career that provides better opportunities to learn transferable skills and the possibility to advance further in their career.
Therefore, this may lead to your company seeing a higher turnover rate. Also, by forcing your clients to deal with more than one person, the personal connection between client and generalist is lost. Employees are less likely to accept change when there is a lack of communication and they feel excluded from the process Langton According to the cognitive evaluation theory, the increase in working pressure to make higher profits has also shown to be an ineffective method of encouraging employees in the long run.
If your employees continue to be dissatisfied with the new management system this may lead to a continuance commitment or an increased turnover rate. Resign of Evaluation System. We advise you to redesign your effectiveness evaluation system by considering both sales volume and feedback in the evaluation.
Financial incentives are still necessary, so that employees are rewarded both intrinsically and extrinsically.
Unlimited Vacation Days We initially thought of offering your employees unlimited vacation days. Therefore, we believe our recommendation of communication and setting team goals would be more beneficial. Problem-Solving Team and Job Rotation We recommend that your company should develop a problem-solving group consisting of members from the Key Accounts Team and hold weekly meetings.
We believe that this would provide your employees with more opportunities to develop their personal soft skills.
The purpose of each meeting would be to increase communication within the company, so all members are well informed of any major decisions. Also, a job rotation system should be implemented with quarterly rotations. We believe that your organization should still have specialized roles since it increases productivity Tucker.
Conference Calls Due to specialization, the process for in-house traders to receive information is now more complicated. Therefore, your company should utilize conference calls that would include the client and all the members of the KAT team.
Team Goals and Increasing Communication Currently, the biggest concern is the loss of customers due to specialization. In order for the performance management system to resolve this we suggest increasing lunch visits, dividing the customers amongst the specialists, and integrating customer satisfaction into the performance evaluation.
Through this, close working relationships will be maintained and your company will be able to keep their personal connection with clients which can build trust and loyalty. Another crucial change needs to be an increase in communication. By allowing your employees to provide feedback, it gives your employees a voice and is a good indication of how well the new system is working.
The feeling of purpose and meaningfulness to the company are high intrinsic motivators for employees Langton Not only will this improve the overall satisfaction of the employees but studies show this will increase customer contentment and loyalty Langton Conclusion After a careful analysis, we strongly believe that our recommendations will be highly beneficial for your company.Campbell and Bailyn’s Boston Office: Managing The Reorganization Campbell and Bailyn’s (C&B) Boston Office has long been the leader in market share and sales.
This office was also used as a testing location for new organizational structures and new products and services.
Campbell and Bailyn's Boston Office: Managing the Reorganization Case Solution,Campbell and Bailyn's Boston Office: Managing the Reorganization Case Analysis, Campbell and Bailyn's Boston Office: Managing the Reorganization Case Study Solution, Situation Analysis Campbell and Bailyn was founded in the early s.
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