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Performance Based Seller Management
With the results of a profile driven Seller Scorecard Report the
investor has a tool that will allow them to manage their seller
relationships based on the seller's performance. Implementations of
Performance Based Seller Management may include:
- Performance Based Volume Incentives. The seller is paid an
additional 5 bps for all production over 5 Million as long as the
seller maintains a Seller Scorecard Rating of "A".
- Performance Based Service Release Premiums. Sellers are issued
periodic custom service release premium schedules based on their
Seller Score Rating.
- Exceptions and Waivers. Sellers are granted loan exceptions
and/or waivers based on their Seller Scorecard Rating.
- Marketing Premiums and other recognition. Typically, during the
holidays investors send their sellers Christmas Cards; however,
their best sellers normally get a premium gift basket. The Seller
Scorecard Report can help the investor determine which sellers get
what.
When implemented correctly a Seller Performance Monitoring program
enhances the investor to seller relationship. It lets the seller
know exactly where he stands with the investor. Good account
managers will start to see even the negative feedback as
opportunities to interact with their customers or cut dead weight.
Risk managers will be able to report and trend a seller's
performance improvements or decreases over periods of time and
provide an early warning when the trend is going in a negative
direction.
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