Predicting Salesperson Performance: A Review of the Literature
Final rept. Jan 1951-Dec 1985
PERSONNEL DECISIONS RESEARCH INST MINNEAPOLIS MN
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This research note reviews the research, conceptual and empirical, done on the prediction of sales performance, which appeared in the literature between 1951 and 1985. Methodological problems, including restriction in range, lack of information on predictor and criterion reliabilities, lack of cross validation studies, and questionable generalizability of results to minority populations, all preclude conclusive evidence for determining whether any of the many variables investigated successfully predict sales performance, and if so, which ones. A systematic effort to identify and map multidimensional behavior performance relations is suggested. This could serve as a critical next step in enhancing prediction of sales performance. Keywords Job performance Criterion measurement Personnel selection Recruiters Recruiting Skills Motivation Personality.
- Administration and Management
- Personnel Management and Labor Relations