The importance of conscientiousness in the telemarketing industry (original) (raw)
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PERSONALITY CHARACTERISTICS THAT PREDICT EFFECTIVE PERFORMANCE OF SALES PEOPLE
In sales literature the role of personality traits in the prediction of salespeople's performance is a hot topic. This study, based upon an administered personality test, suggests that salespeople's personality traits-specifically, the ability to elicit information from others, to self-monitor during conversations, and to adapt during conversations-are good predictors of performance.
Using Personality to Predict Outbound Call Center Job Performance
PsycEXTRA Dataset, 2005
This study investigates the usefulness of the Big Five personality variables, as measured by the Performance Perspectives Inventory (Abraham & Morrison, 2002), in predicting objective measures of employee productivity and subjective measures of training performance in an outbound call center. We found that Conscientiousness, Emotional Stability, and Agreeableness correlated significantly with productivity of incumbent outbound call center representatives. Additionally, Conscientiousness, Emotional Stability, Extraversion, and Openness to Experience correlated with new hire training performance.
Purpose - The aim of this paper is to examine the impact of Big Five Factor of personality traits on salespeople’s’ performance, taking into consideration the mediating role of customer orientation, as well as exploring the moderating role of culture. Design/Methodology/Approach – The Big Five Factor (BFF) of personality traits was used in this paper base on salespeople’s performance literature. This paper proposed a framework with customer orientation as a mediating factor and culture as a moderating factor of salespeople’s performance. Findings – Research on salespeople’s performance is an ongoing process, which has attracted much attention from various stakeholders to find out befitting combination of factors for effective salespeople’s performance. This paper found out that no specific sets of factors could lead to effective salespeople’s performance in all situations because performance is a context-based outcome. The big five factor alone cannot effectively explain salespeople’s performance. Salespeople’s customer orientation can play a significant mediating role in the big five-factor framework in predicting salespeople’s performance. Additionally, the moderating effect of salespeople’s culture in the proposed model is revealed to help enormously in determining differences, if any, in the salespeople’s performance. Originality/value - The in-depth review of different factors influencing salespeople’s performance helps practitioners (such as sales managers, executives, supervisors, as well as human resource managers) by signifying which combinations of factors can best predict better salespeople’s’ performance in particular instances, hence assist proper decision as regards to potential sales team. In addition, the proposed framework in this paper helps researchers by providing a tool for systematic evaluation and testing of real empirical situation of salespeople’s’ performance. Keywords – Big Five Factor, Salespeople’s’ performance, Customer Orientation (CO), Personality traits Paper type – Conceptual paper
Key personality traits of sales managers
Work (Reading, Mass.), 2014
Sales managers are crucial for producing positive sales outcomes for companies. However, there has been a relative dearth of scholarly investigations into the personal attributes of sales managers. Such information could prove important in the recruitment, selection, training needs identification, career planning, counseling, and development of sales managers. Drawing on Holland's vocational theory, we sought to identify key personality traits that distinguish sales managers from other occupations and are related to their career satisfaction. The main sample was comprised of a total of 978 sales managers employed in a large number of companies across the United States (along with a comparison sample drawn from 79,512 individuals from other professional occupations). Participants completed an online version of Resource Associates' Personal Style Inventory as well a measure of career satisfaction. Our sample of 978 sales managers had higher levels of Assertiveness, Customer Se...
Italian Sociological Review, 2021
The paper deals with the relationship between the Big Five personality traits ( Agreeableness , Conscientiousness , Extraversion , Openness and Neuroticism / Emotional Stability ) and sales performance in the perspective of the social representation of salespeople personality. The first part of the article provides an overview of the topic, while the second half reports the results of a study carried out with 220 Italian salespeople (16 females) and correlating their answers to a personality test named FLORA – an Italian measure of 24 work-related personality characteristics developed and validated for the assessment of specific professional profiles in organizations and based on the Big Five Model – with their sales figures. According to hypotheses, Conscientiousness , Extraversion and Openness are positively related and Agreeableness is negatively related to sales performance, which is also consistent with the social representation of salespeople personality. Emotional Stability d...
Leadership Moderating the Impact of Personality Traits on Sales Performance
International Journal of E-Business Research
This study aims to detect the impact of three personality traits on agents' sales performance. The moderating role of the unit manager's leadership style is highlighted too. MLQ-5X and Mini-IPIP questionnaires were distributed to 200 insurance sales agents in Lebanon. Using SEM, extraversion is found to be positively and significantly affecting sales performance whereas the neuroticism's impact is found to be negatively significant. Moreover, the transformational and the laissez-faire leadership styles are found to strengthen the positive relationship between extraversion and sales performance. Transactional leadership seemed to boost the negative relationship between neuroticism and sales performance. This study fills a gap in the literature and enriches it, specifically when it comes to the insurance industry in a Lebanese context.
2017
A “suit and hard sell tactics” do not define superior selling. Many determinants impact sales performance and that distinguish superior salespeople from inferior salespeople (Sardar and Patton 2002), thus raising the need to investigate salesman’s personality trait and its effect on sales performance among FMCG IN Nigeria. Data were randomly collected through self-administered questionnaire to 54 respondents comprising of sales managers and salespersons of the selected cosmetics firms using convenience sampling technique and were analysed using Pearson correlation co-efficient statistical model. The Cronbach’s alpha was used to test the reliability of the measuring instrument. Results show that a positive and strong relationship exists among the three personality traits factor examined to influence sales performance (Empathy, assertiveness and ambitiousness). The study recommends amongst other things; the need for firms to boost salesmen capability, integrity, trust and confiden...
2019
A Salesman's personality is a very important factor in his career to be productive and lead the high level of job performance. It is also challenging for employers to find qualified talents. However the purpose of this study is to determine the relation between the dimensions of personality and the performance of sales personnel among the private companies of Bangladesh. A well designed structured questionnaire was also developed and the data were collected through direct interview and email through from the randomly selected 220 sales personnel of various private companies located in different parts of Bangladesh It was hypothesized that there is likely to be a significant positive relationship between big five personality traits and job performance of sales personnel and this was therefore postulated that personality traits are likely to be the major predictors of job performance. This study has used descriptive statistics, multiple regression and correlation analysis. The fin...
Canadian Institute for Knowledge Development (CIKD)
The purpose of this study is to examine the relationship between sales forces’ personality traits and customer relationship management in Asia Insurance Company in the city of Isfahan. The statistical population of the current study includes sales forces of Asia Insurance Company in Isfahan which consists of 170 members. A sample of 120 employees was selected from this population based on the sampling table. To examine the personality traits of the sales forces in this population and measuring its dimensions, a standardized questionnaire of big five model came into use. This questionnaire was distributed among sample members and they were asked to answer the questions. To examine the validity of the questionnaire, the professors and researchers were asked to review and modify the questionnaire. The final version of the questionnaire was prepared after some modifications. Moreover, Cronbach’s Alpha Coefficient was used for examining and confirming reliability of the questionnaire. In order to analyze the research data and test the research hypotheses, structural equation modeling method was used in Amos 21. The results of the study revealed that there is a significant relationship between sales forces’ personality traits and customer relationship management.
Salesperson of insurance industry is considered as a role player in marketing and selling its products. However, salespersons only contribute to a small growth for the industry which is 6.3% in terms of assets of the insurance industry in Malaysia. The purpose of this study is to investigate the effects of personality attributes in determining the sales performance of Takaful (Islamic insurance) agents. Three personality dimensions were used, i.e., selfefficacy, self-monitoring and locus of control and how these factors are related to sales performance. Using a stratified random sampling, a sample of 289 respondents was selected to participate in the study. Two of the three personality dimensions were found to be positively related to sales performance, i.e. self-efficacy and selfmonitoring, while locus of control was found to be inversely related to sales performance. As a conclusion, this research shown that Takaful sales agents with high self-efficacy and self-monitoring attributes perform better in their sales performance. Marketing implications were then discussed with specific reference to the aspects of marketing strategies of Takaful products