Caselet $13\mathrm{.}1$: Happy Hannah: Did the Sales Representatives Meet Their Goals?

Sales manager "Happy Hannah" Johanson helped establish goals for two of her sales representatives: 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 representatives that are outlined in the exhibit below. She needs to prepare tonight for the feedback sessions scheduled for mid$-$morning tomorrow.

$\backslash$table$[[$Last Three Sales Quarters: Actual versus Goal Figures,,,,,,$],[$Sales Goals and Actual by Quarter,Ella's Sales Figures,Syd$\text{'}$s Sales Figures$],[$Sales Volume Goal,$125,000,125,000,125,000,150,000,150,000,150,000],[$Sales Volume Actual,$120,000,128,000,118,000,140,000,130,000,105,000],[$Demonstrations Goal,$9,7,11,10,8,6],[$Demonstrations Actual,$8,8,8,10,10,10],[$New Accounts Goal,$4,3,5,4,3,2],[$New Accounts Actual,$4,4,4,5,5,5]]$

Ella has continued to be the firm's "sustainability" advocate. Her efforts, combined with the rising price of fuel, have resulted in her being in a small group of representatives piloting several brands of hybrid vehicles for possible adoption by the entire salesforce. This has pleased Ella immensely.

As Hannah skimmed her local newspaper, she saw Syd$\text{'}$s picture on the sports page. "Star Pitcher Takes Team to Nationals," read the headline. Syd$\text{'}$s team, sponsored by Honkers, a 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 on the newspaper article, Syd has a great pitching arm.

QUESTIONS

Based on the performance data shown, what "deviations" would you focus on during your meeting with Ella?

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$?$

Is Syd$\text{'}$s participation in competitive sports relevant to his evaluation? Why or why not?

Would your response differ if Syd$\text{'}$s team were sponsored by a religious or a civic organization?