Given the following information from evaluations of the performance of different sales representatives, what possible conclusions can be made as to why the sales reps are not achieving quota (assume each is not making quota)?
a. Representative 1: Achieved goals for sales calls, telephone calls, and new accounts; customer relations good; no noticeable deficiencies in any areas.
b. Representative 2: Completed substantially fewer sales calls than goal. Telephone calls high in number, but primarily with one firm. Time management analysis shows the sales rep to be spending a disproportionately large amount of time with one firm. New accounts are low; all other areas good to outstanding.
c. Representative 3: Number of sales calls low, below goal. Telephone calls, letters, proposals all very low and below goal. Evaluation shows poor time utilization. Very high amount of service-related activities in sales representative's log; customer relations extremely positive; recently has received a great deal of feedback from customers on product function. Sales Force management 10th Edition