Instructions Read the Case study “ZenRecruit: Sales Coaching and Performance Reviews: Bachelor of Human Resource Management Case Study, SUSS, Singapore

Instructions
Read the case study “ZenRecruit: Sales Coaching and Performance Reviews” (Roberge, 2017) (Please refer to instructions on Canvas for downloading the case study).
Question 1
(a) You are to assume the position of Amara Kaggwa. You are preparing for your monthly one-on-one meetings with your sales team. Analyze Erin Premo’s June performance. In your analysis, you should articulate relevant course concepts and frameworks, peer-reviewed literature, and examples from the case study to support your answer. From your analysis, you should identify the barriers to Erin’s performance. The topics from which you can draw course concepts and frameworks should include:

i) How job performance is determined. You should understand the job and analyze Erin’s performance using appropriate frameworks.
ii) How job performance is measured. You should identify the approach to measurement that was used in the case, identify performance measures and give examples from the case.
iii) Identify barriers to Erin’s performance. You should focus on barriers in performance execution and identify Erin’s areas of weakness. What was she struggling with and why?

(b) If you had 30 hours of time to coach your entire sales team in July, how would you divide the time across each sales professional? Use the table below to present your time allocations and explain using course concepts. Articulate the steps you would take to minimize defensiveness when delivering negative feedback. Cite examples to illustrate. Time Allocation Table for Coaching Sales Professional MRR/Customer

(c) Create a development plan to address Erin Premo’s performance. You must develop an objective statement and justify why you have proposed this with a relevant course framework. You must also include a competency development plan that is aligned with the objective that you had set and explain how this plan will help achieve Erin’s objective. You may focus on one competency.