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Performance Management by Charles M Caldwell

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4Analyzing Performance: What Performance Gaps Exist?

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Learning Objectives

By the end of this chapter, you should be able to:

• Describe when performance gaps exist.

• List possible causes of performance gaps.

• Identify the potential for improved performance.

Darlene answered her phone on the second ring and Jerry asked, “Darlene, do you have a minute?”

“Sure. What’s up, Jerry?”

“Unfortunately it’s not performance. That’s why I’m calling.”

“Go on.”

“It’s Bob, or I should say it’s Bob’s performance. He doesn’t seem to be motivated anymore.”

“What makes you say that, Jerry?”

“He’s not meeting his quota for new customer contacts and I can’t convince ...

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