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Case Study: Splendor Company
LEAD-604
November 8, 2020
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Case Study: Splendor Company
Case Study Part 1
Despite Nikki’s stellar performance over the past year, management can no longer
overlook her declining performance. In a sales environment, it is especially problematic when a
top performer begins to decline. Nikki’s actions are affecting other departments and, if left
unchecked, will affect the goals of other sales representatives and damage morale. Preparation
based on sales data, past performance, timeliness, and volunteer time is a starting point for
tailoring the conversation towards past and present performance measures. Up until this point,
Nikki’s performance readiness level was an R4; she was high performing, willing to do the work,
put in the extra time, and confident in her abilities. Before having a performance conversation,
the manager will further observe Nikki’s day–to-day activities to ensure her decline in
