There is scientific evidence that suggest that personality is a valid meas- ure to predict job performance. Personality traits are particularly useful when information about previous sales performance is limited – a challenge, for example, faced by organizations interested in hiring young professionals, with limited experience in sales.

Many studies have investigated the relationship between personality traits and job performance in general. Few, however, have studied which personality traits are related to high job performance in business-to-business (B2B) sales roles.

In this white paper, we present the findings from the study “Predicting Sales Performance”, conducted by ProSales Institute in collaboration with Assessio. The study is one of the first quantitative analyses of personality traits and sales performance in a B2B context.