Given the following information from evaluations of the performance of different sales representatives, what can you conclude about why the reps are not achieving quota? (Assume each is not making quota.)

a. Rep 1: Achieved goals for sales calls, phone calls, and new accounts; customer relations are good;

no noticeable deficiencies in any areas.

b. Rep 2: Completed substantially fewer sales calls than goal. Many phone calls, but primarily with one firm. Time management analysis shows the sales rep spends a disproportionately large amount of time with one firm. New accounts are low; all other areas good to outstanding.

c. Rep 3: Number of sales calls low, below goal. Telephone calls, email correspondence, proposals all very low and below goal. Evaluation shows poor time utilization. Very high amount of servicerelated activities in rep’s log; customer relations extremely positive; recently has received a great deal of feedback from customers on product function.