The Five Factor Model of Personality and Sales Performance

Abstract

Research and meta-analysis has suggested that individuals with high Conscientiousness and Extraversion, as well as low Neuroticism, perform better in sales occupations. In the present study 66 sales consultants from a sports organization completed the NEO-FFI and scores were correlated with their sales performance. Conscientiousness and Openness did show a positive relationship and Agreeableness a negative relationship with sales, however, Extraversion and Neuroticism showed no statistically significant relationship. The implications of these results and the applicability of the Five Factor model or personality traits for personnel selection are discussed. © 2008 Hogrefe & Huber Publishers.