P.rovides the content for a developmental plan for Jay. Discuss why each component is needed for Jay's development.

"Cathy is a sales manager at Brainstorm, Inc., a computer software training company that sells Microsoft, Novell, Corel, and Open Office training software, located in Lehi, Utah. One of Cathys responsibilities is to complete annual performance evaluations with all of her direct reports and create individual development plans for these employees, based on their performance evaluations. Recently, Jay, an inside sales representative and Cathys direct report, finished his first years performance evaluation with Cathy. Cathys performance evaluation of Jays key competencies and key results is as follows:

Performance Appraisal Form Key Competencies

Sales and Marketing: Demonstrate knowledge of principles and methods for showing, promoting, and selling products or services.

comment: Could be more proficient with greater product knowledge. Needs greater understanding of the benefits of each of the products.

score: B-

Customer and Personal Service: Knowledge of principles and processes for providing high-quality customer and personal services.

comment: Good verbal and sales skills most of the time. Had a couple occasions when customers felt like they werent getting enough personal assistance with recently purchased products.

score: b+

Interpersonal Communication: Talking to others to convey information effectively as well as giving full attention to what other people are saying, taking time to understand the p oints being made, and asking questions as appropriate.

comment: Very good. Always enthusiastic with customers and quickly develops a good rapport with new customers.

score: a-

Persuasion and Negotiation: Persuading others to change their minds or behavior. Bringing others together and trying to reconcile differences.

comment: Adequate, but could be more direct and persuasive with customers.

score: b

Problem Sensitivity and ethics: The ability to tell when something is wrong or is likely to go wrong, ethically or otherwise. It does not involve solving the problem, only recognizing there is a problem.

comment: Excellent. Shown great ability to anticipate if contract negotiations are taking an unethical or unprofitable turn for the worse.

score: a

Key results

degree to which employee met monthly sales goals ($50,000 in sales revenue a month):

supervisor comment: Adequate. Met sales goals 66 percent of the time in the last six months.

score: b

degree to which employee m et referr al goals (10 referrals a month):

comment: Needs improvement. Met referral goals 50 percent of the time in the last six months.

score: b-

Number of cold calls made monthly (250):

comment: Excellent. Tirelessly exhibits persistence and hard work in reaching out to businesses.

score: a