* “Socializing customers”
* Limiting career aspects
* Customers are becoming more specialized
* Futures and options have much higher margin but require more expertise to sell * Similar compensation
Neither employees nor customers like the change of the structure at C&B. KATs made the change from one generalist fostering a relationship with a customer to several specialists serving one customer which the sales people have dubbed “socializing the sales department”. This change was implemented due to disconfirming data that C&B found customers were requiring more specialized services. One year after the restructure was implemented it would seem that many of the people in the office are denying the change and trying to return to the baseline behavior previous to the KATs. Paul Callahan, the top grossing sales person in the Boston office is one such person. Winston needs to get Callahan on board with the change to the KAT structure because he is most likely seen as a leader without the title in the Boston office. The...