How can the performance evaluation process

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Jackie Hitchcock, recently promoted to district manager, faced a new problem she wasn't sure how to resolve. The district’s top sales rep is also the district’s number-one problem. Brad Coombs traditionally leads the company in sales but also leads the company in problems. He has broken every rule, bent every policy, deviated from guidelines, and been less than truthful. Jackie knew Brad had never done anything illegal, but she was worried something serious could happen. Other problems with Brad include not preparing call reports on time, failing to show up at trade shows, and not attending sales training programs. How should Jackie handle this problem? How does a sales manager manage a maverick sales rep? Specifically, how can the performance evaluation process help Jackie deal with Brad?

Reference no: EM13780627

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