When salespeople are surprised by anything he or she is told during a formal performance review:
A)The salesperson should be fired.
B)The manager is doing his or her job.
C)The evaluation instrument is faulty.
D)The manager is not doing a very good job.

Question

Quizplus · Accepted Answer

A key principle of effective management and performance reviews is ongoing communication. If a salesperson is surprised by feedback during a formal review, it indicates that the manager has not been communicating effectively or frequently enough about performance issues or expectations. Regular feedback helps employees understand how they are doing and what they can improve on, so surprises in formal reviews suggest a lack of this necessary communication.

When Salespeople Are Surprised by Anything He or She Is