Abstract
The high demand for businesses to objectively assess their employees in order to make human resource decisions and further business development faces the issue of a lack of reliable staff assessment methodologies and the difficulty of interpreting the resulting assessment reports for practical use. Despite the fact that the competence approach to the assessment of specialists has been repeatedly considered by both domestic and foreign scientists, there is still no systematic psychological research aimed at establishing a link between the level of competence development of trade business specialists and the quantitative-qualitative sales indicator. The study focused on 32 sales managers from two commercial organisations in Moscow. Empirical data was obtained via test methods ‘Short Reference Test’ (V. N. Buzin, E. F. Vanderlik), ‘Eysenck Personality Inventory’, abridged version (H. J. Eysenck, G. J. Wilson, K. J. Jackson), questionnaire ‘Fear of Success, Need Achievement, and Fear of Failure’ (A. A. Rean), ‘Self-assessment of manager’s business and personal qualities’ (F. Fiedler), ‘Verbal creativity’ (S. Mednik), biographical method. As a result of the conducted research the connection between the level of development of communicative, socio-perceptual and auto-psychological competences and the effectiveness of professional activity of sales managers, measured by the number of sales for a certain period of time, has been revealed. The results of this study can be used in recruitment as well as for targeted investment in staff development and training to improve competencies and the financial performance of the company.
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