Your sales staff have worked really hard over the past year to meet their new quotas. Six of the eight representatives met their quotas and received bonuses. However, two others have fallen below. Jane fell 2 percent short of her quota and you’re not surprised. She’s not hard working and often leaves work early to

play golf. Bill, on the other hand, has been with the company a long time and is widely respected for his work ethic. However, he’s struggling to care for his sick mother and
fell 7 percent below his quota. You know that control is an important part of being a manager, but you’re unsure what to do. The company president has asked to meet with
you tomorrow to discuss the situation.