This is a case study from sales management -shaping future sales leader textbook. Please submit a case analysis over the following case study.

Caselets Caselet 14.1: "Happy Hannah": Did the Sales Reps Meet Their Goals? Sales manager "Happy" Hannah Johanson helped establish goals for two of her sales reps-the outspoken Ella Lynn and the on-again-off-again Syd Vance. Three sales quarters have passed since that meeting, and Hannah has collected the performance measures for both reps that are outlined in Figure 1 below. She needs to prepare tonight for the feedback sessions scheduled for mid-morning tomorrow. Ella has continued to be the firm's "sustainability" advocate. Her efforts, com- bined with the rising price of fuel, have resulted in her being in a small group of reps, piloting several brands of hybrid vehicles for possible adoption by the entire sales force. This has pleased Ella immensely. As Hannah skimmed her local newspaper, she saw Syd's picture on the sports page. "Star Pitcher Takes Team to Nationals," read the headline. Syd's team, sponsored by Honker'sa popular tavern near a local wildlife preserve, had gone 45-5 over the last four-and-a-half months, won the regional tournament, and was going to the national playoffs. Based upon the newspaper article, Syd has a great pitching arm. FIGURE 1 Last 3 Sales Quarters: Actual vs. Goal Figures Sales Goals and Actual by Quarter Ella's Sales Figures Sales Vol. Goal 125,000 125,000 125,000 Sales Vol. Actual 120,000 128,000 118,000 Demonstrations Goal 9 7 11 Demonstrations Actual 8 8 8 New Account Goal 4 3 5 New Account Actual 4 4 4 150,000 140,000 10 Syd's Sales Figures 150,000 130.000 150,000 105,000 8 6 10 10 10 4 3 2 5 5 5 Questions 1. Based on the performance data in Figure 1, what "deviations" would you focus on during your meeting with Ella? 2. Based on the performance data, what factors would you focus on during your meeting with Syd? What approach would you take in your meeting with Syd? 3. Is Syd's participation in competitive sports relevant to his evaluation? Why or why not? 4. Would your response differ if Syd's team was sponsored by a religious or a civic organization