Abstract
Identifying the personality traits of effective sales people has been a long-standing challenge to sales managers and researchers in a wide range of contexts from business-to-business, to retail and services. A definitive identification of the characteristics of the ideal salesperson remains elusive. We investigate the impact of the Big Five personality traits on the performance of salespersons in a large financial services organization, our purpose being to graphically illustrate how personality traits differ according to different levels of sales performance. We present the results graphically using Chernoff faces. The study demonstrates that this approach provides valuable insights to sales managers and has several possible applications in relation to financial salesperson performance management.
Published Version
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